Business

Perfect

Business

Nothing is perfect…

But everything can get better.

There’s never enough time…

But there’s time enough to make a difference.

Someone will always be opposed to the change we seek to make.

And there’s always someone who wants to help.

Anything can happen…

But something will.

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But what do they say at the meeting?

Business

This is the way to understand business-to-business selling.

After you’ve left with the purchase order, what does the buyer tell the boss? What does the boss tell the investors or the press?

This helps decode why giant companies like Google or Facebook buy a company or don’t. It explains why McKinsey can charge 20 times as much for consulting as a former McKinsey consultant can. It explains why TV ads continue to be purchased, and why it’s so difficult for a new entity with a better product to get traction.

“What will I tell my boss?” is the key question.

If you don’t have a good answer, the person you’re calling on will default to, “it’s just like we used to have, but cheaper.”

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