12 Accelerators

The 12 Accelerators: How To Scale Your Tech Business Fast?

I want to teach you the model that helps us scale your Technology businesses.

You could be a System Integrator, Software or Hardware OEM, Specialist Services Player (Analytics, Security, AI), IT Services or into tech business that is into a consultative selling cycle.

I don’t know how much you know about the work that we do, but our job is really simple.

We take Technology businesses with an annual run rate of USD 1M up to USD 10M and take them from $X a month and help them to get to $2X within a year. And we do it with this model right here:

More than anything in the world, I want you to have a technology business that can scale.

And what I mean by that is a Technology business that gives you more of three things.

I don’t know why you became a Technopreneur, but I’ve got a hunch that there are three things that you want.

Money

Number one, I want you to have a technology business that takes the lid off the amount of money you can —the amount of cash you can make, and income you can make from your business.

Most tech businesses are stuck or limited —the amount of money they can make mostly depends of the number of clients added, number of projects executed or number of licenses or subscriptions sold. If this is not happening, you are not making money.

So, we want to take the lid off money.

Meaning

Number two, that maximizes the amount of impact you can make.

So, in other words, that instead of making a big difference to —like 5 or 10 or 15, maybe —like, 20 clients, that you can impact hundreds of clients instead. Or you can pick and choose key clients with whom you want to do business and grow.

 

Freedom

And thirdly, the amount of freedom you can enjoy; we take the lid off that as well.

I want you to have more money, and more meaning, and more TIME freedom.

But more money, and more meaning, and more freedom are really the three things that drive me and most of our clients.

The three things I think we want more to grow your Tech business.

To get more money, more meaning, and more freedom, there are FOUR parts of your technology business that we need to focus on.

 

Attract

We need to look at the way you attract leads, the way you get them interested, the way you convert them into clients, and the way you deliver your service so you can help more clients succeed — and make more money.

Right? Here’s what happens, though.

Most technology businesses aren’t built in a way that can scale at all. Most technopreneurs don’t have a system that helps to attract prospects, get them interested, convert deals and propagate your good work.

Because they don’t, they end up with no audience or pipeline. Right?

In a little bit, as we go through the How To, I want you to kind of —to look at this not as, “Oh, this is interesting content that Mag’s teaching.” But I want you to look at your technology business through this lens.

Now, most people don’t have a way to get enough leads in. So, then, no audience. Like, world’s best-kept secret; no fun at all.

Most —so, that’s the opposite of being able to attract.

 

Interest

Once you are able to attract prospects to your domain, you need to get them interested in what you do or offer.

Without interest, you will not be able to get engage deep with your prospects. Interested prospects are curious.

They would like to know how can you solve their problems and get them to a safe place. Your prospects are inundated with choices and are facing an overwhelm. Without interest, you are not going to go too far with them in their buying cycle.

 

Convert

If you think about the convert side of your business —the way you convert prospects into clients.

Most technopreneurs don’t have a way to convert the client —prospects into clients.

They end up with a big fat cash problem called, “no sales”. Right?

No audience means your marketing is limited.

No sales mean we’re not converting prospects into clients. So, it hurts our dollars.

 

Propagate

Now that you have successfully delivered your client engagement, how can you make your client become a raving fan of what you do?

How can you ask for referrals? How can you make your client sell for you?

This something big companies have mastered. Technopreneurs are often in the dark when it comes to propagating their body of work through referrals from existing customers. You need a system to get this done.

The 12 Accelerators

What I want to do in a second is I want to share with you the twelve accelerators — the twelve projects that we use to drive a technology business and take you from where you are right now to a 2X dollars a year in the next 12 months.

We’re going to start with Attract side of the model because frankly, we’re going to generate leads and we’re going to sell stuff. We need to know what we’re going to get leads for and what we’re going to sell.

Okay? So, under Attract, there are three accelerators —three kinds of focus areas that we zoom in on in order to grow your Tech business.

 

Attract: Segment

What is your target segment? Who is in your target market?

The easiest way to think it is who do you love dealing with? Who in the past have you had good success with? Who you like working with on a day to day basis and could do for the next year or more?

So there is your target.

We can then get deeper on that, of course, and look at what keeps them up at night, what the pain is. But for now, choosing the right target market and the segment will allow you to focus, message and differentiate yourself from the competition.

 

Attract: Build authority

The second thing that helps your business to differentiate is to build authority.

Positioning yourself as an authority is critical. It affects how many referrals you get, how much clients will pay, and, when done correctly, can begin a new chapter of truly enjoying your practice.

To go from ‘Who are you?’ —best kept secret— to kind of a big deal in your space is extremely crucial.

So, we want to fill your funnel; that’s about getting leads in. And then we want to build your authority so that it’s easier to sell to the people that you’ve got —so they become quite a big deal. The more authority work we do, the easier that sales become.

 

Attract: Install automation

Again, so that you don’t have to do all of this stuff yourself. Automated just means you don’t have to do it.

So, it might be that you have a virtual assistant running some of the systems for you.

It might be that you have an active game plan campaign or Hubspot, or any other software gadget —some kind of system that you can design a campaign and just have it run for you every single week without you having to be physically involved so that marketing does what it needs to do.

When we can do those three things; Segment your market, build authority, and install automation, guess what happens?

Now, you’ve got an attraction system that is absolutely humming.

We’ve talked about the three accelerators for how you attract leads into your tech business. And in just a moment, we’re going to talk about the way you get them interested in you.

But what I’d love to know right now is if you think about these three attraction pieces, what do you need most right now?

Do you need to analyze your market and identify your target segment?

Build authority and become a bit more of a key player in the space?

Or is automation the thing that you most need?

Do us a favor and just type into the comment box, which one of those three? Leave us a comment, which one of those three do you need most right now?

Now let’s move onto the Interest side of the model.

So, under Interest, there are three accelerators —three kinds of focus areas that we zoom in on in order to grow your Tech business.

Interest: Sell with webinars

So, on the Interest side, the first thing we’re going to do is we’re going to audition clients. The second piece is to sell with webinars.

Big fan of the old webinar; done a bunch of them in my time. And frankly, it’s a little bit of a secret weapon.

There’s something magic about being able to show up on a webinar, and have a few hundred perfect prospects show up as well, teach your heart out for an hour or a little bit more, and then have them jump on your offers and say, “That was incredible, but I want more.”

That’s exactly what we want. Okay? And so, the second Interest driver that we run to grow your tech business is to sell with webinars. And that —which leads us to the second.

 

Interest: Fill your funnel

So, the second thing we need to do in the interest side is to fill your funnel.

Most technopreneurs don’t have a funnel, and if they do, it’s not full.

And so, there are two parts of that:

It’s designing out the perfect funnel to get you the leads that you need, and then turning on the traffic tab to drive people through —whether it’s to a webinar or a case study funnel, or an appointment funnel.

We just need a simple funnel that drives new traffic your way and generates the leads you need for your funnel. That’s the first project —that’s about getting rich.

Convert

On the convert side of things. There are three ways that you can scale up client conversions.

They are Strategy Session, Value Builder, and Killer Proposal. Each of these is designed to convert your prospects into paying clients.

 

Using this framework, we have been able to help technopreneurs install systems and tactics that allow them to scale with very little resource investment. Without a system, a process and an approach you are pretty much stumped and cluttering yourself with unwanted activities.

In summary, I don’t know what your colors are. Whether you have a lot of greens (going is good), or lots of oranges, or lots of reds. But if you had more greens and oranges than you’d like —or frankly, you’re on the right track.

But you just want to go faster— then, I’m really glad you’re here because later this month, we’re starting a brand new case study group for our Techcelerate Program.

And we’re going to work really closely over two or three months with a small group of coaches and help them to implement these systems week by week by week to go from red to yellow, and yellow to green.

It could be the perfect way for you to go from where you are to 2X your revenue within a year in your technology business quickly. In it, we cover each of these twelve accelerators with a heavy focus on – Attract Cycle, filling your funnel, and then converting opportunities into deals.

Take good care. I’ll talk to you soon.

 

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P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.  Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.  Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3   Join our Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action and grow. Best Wishes.

How to Double Your Tech Business Growth By Simplifying Your Plan?

If your tech business feels heavy and complex, I’ve got some good news for you. The secret to growing your tech business from where it is now to where you want it to be is SIMPLICITY.

When you started a business, you focused solely on survival. You did whatever it takes to stay in business. You took on whatever clients will hire you and deliver your services any way you can.

Though you simplified the business in some areas, over time, your business becomes complex.

For instance, you may create multiple tech practice areas, build a team with various capabilities, sign complex deals, automate emails for marketing, or hire virtual assistants to complete repetitive tasks. We add these things, but lose sight of the fact that this adds complexity to our business, and it’s very hard to scale complexity. 

 

A lot of technopreneurs assume that a more profitable tech business is just a larger version of their business. In actuality, the business that thrives and creates more freedom for the founder are based on simplicity, not complexity.

I’d like you to challenge your assumptions about scaling and business growth.

If you feel you have too much on your plate already, remember, there are only so many hours in a day. You won’t create a larger, more profitable business by doing the same things that got you where you currently are.

We’ve all heard the phrase, “What got you here won’t get you there.”

 

What’s Your Vision?

Here’s a quick exercise you can do to think about where you’re headed and make sure you’re on the right path to creating the ‘tech business of tomorrow’.

Pull out a sheet of paper and spend five minutes writing down your vision of what you want your practice to be.

  1. What do you want your revenue and profits to be?
  2. Who do you want in your business?
  3. What kind of clients do you want to serve?
  4. Then, look at where you are today and ask yourself, “Is everything I’m doing right now consistent with that vision?”

Almost all technopreneurs that do this exercise will find that the answer is ‘No’.

They’ll find it’s impossible to double their revenue by continuing to work in the same linear way they’re doing right now.

Once you’ve finished this exercise, you’ll see you need to jettison some of your activities to get you on the path from where you are to where you want to go.

Of course, the million dollar question is, “What exactly does that path look like?”

You have to start somewhere, and without a clear vision of where you want to go, you’ll never be able to create a step-by-step process to get there.

Hopefully, you’ll find this model helpful in thinking through some of the things you need to get rid of to simplify and lighten your practice. If you want to double your business, it needs to become more simple for you, not more complicated.

Life would be easier, revenue would increase, your processes would improve, and you’ll move up in the market much faster when you work on simplicity, rather than scaling the complexity you have today.

 

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P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.  Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.  Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3   Join our Techcelerate Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action and grow. Best Wishes.

Lead Generation Inbound Marketing

Why Tech Firms confuse ‘Lead Gen’ and Inbound Marketing?

Most Technopreneurs assume lead generation involves making a bunch of phone calls, meet a few people in the network or hire a pay-per-lead or pay-per-click service to feed them anyone remotely interested in talking. Those mistaken tech firms might as well stand on a busy street corner shouting, “Who needs an Analytics or Cloud Services company ? We are one!”

 

While that person might walk away with a handful of new phone numbers or scheduled appointments, the odds of any of those leads being your ideal client are very very slim. The audience is not filtered based on their interest or need for your specific services.

 

The best clients usually come to you because they’ve researched your services and understand how you can help them. It’s called inbound marketing, and since the proliferation of Internet search engines, it has become the preferred tactic for those trying to generate qualified leads.

Your firm’s website is now the virtual office. The information you provide there will offer visitors a glimpse into your services and professional style. Rather than pestering a random audience, hoping to catch them at the perfect moment, inbound marketing attracts those searching for your services.

 

For example, optimizing your site for specific keywords, like “best Analytics firm who can solve complex Financial Data issues,” will attract people that Google that phrase. This will weed out others looking for “best analytics firm who work with Oil & gas” or “best analytics firm helping implement SAP systems”

People no longer need to be told what they need; they know it, and they actively research it themselves. By creating content, like blogs, ebooks, webinars or white papers, specifically for your ideal client, you’ll create an organic method of generating new leads. The better your content, the better the leads.

 

But good content is nothing without strong promotion.

The internet is littered with undiscovered content, and regardless of how good that content is, it doesn’t do the firm any good if nobody is reading it. Social promotion is one of the most effective ways to drive potential clients to your content. By posting snippets of your interesting content and including actionable language like “go to our site to check out this post and others”, you can drive social media users to your firm’s site.

 

The nuance, of course, is that getting your social posts seen is more than just a matter of posting it. If your social presence – the new gateway to marketing – isn’t performing, it’s because you might be using a 2018 strategy that doesn’t work anymore.

Think about a deep sea fishing trip. Without the right bait, you’ll never attract the big fish. Sure, you can go out there with a couple of lures, and maybe you’ll get lucky, but the guy that’s chumming the water will likely catch the tuna. Inbound marketing is like chumming the water. It gives your firm the best chances of attracting the perfect clients.

Inbound marketing is more effective than buying lists because it requires more time and effort to successfully execute. When you begin to write your blogs, make sure you’ve consulted with a marketing professional about best practices. This content is a reflection of your firm, its services, and yourself. It’s worth getting right the first time.

If you’d like to learn more about inbound marketing for Technology firm or even strategize a content plan, reach out to us. We help Technology Companies grow their practice with the most modern and effective methods.

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P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.  Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.  Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3   Join our Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action and grow. Best Wishes.

What to Look for in a Tech Marketing Agency?

Technopreneurs and tech business leaders still assume that “marketing agency” implies logos, branded brochures, and a fancy website.

“In the digital era, Marketing is not shouting about the stuff you make but it is about the stories you tell” – Seth Godin. 

 

Here’s what we’ve learned after talking to hundreds of technology firms about their experiences with their marketing agencies.

 

Metrics vs. Image

 

Marketing agencies are either guided by their pursuit to provide new business, or their drive to improve a firm’s image. These firms are night and day, with half the firms operating as demand generation platforms and the other half working as rebranded PR agencies. Some agencies focus their efforts on driving more leads to your firm, and others focus on improving your image. One is strictly utilitarian and an extension of a technology business and the other is a more remote addition that focuses on PR work.

Tech firms have different needs, so let’s talk through the difference:

 

Marketing agencies as demand generation platforms:

Marketing agencies who focus on driving business to a Tech firm view themselves as an investment rather than a cost… and they operate accordingly. If a marketing “tactic” isn’t going to drive tangible return on a Tech firm’s marketing spend, then these types of marketing firms want nothing to do with it.

While image agencies have teams of “creatives” and are driven by holding their ears to the ground and measuring sentiment, demand generation agencies have “data junkies” and crunch numbers for breakfast. Rarely will an image agency have key performance indicators or other metrics, and (in the unlikely event they do) they definitely won’t show those numbers to the Tech firms they serve.

A Tech firm marketing agency that is focused on generating a return on marketing spend will constantly look at the money the Tech firm is paying, and the clients that the marketing agency is able to drive to the Tech firm. Tying a new client directly to what drove them to become a client is vitally important to these firms, and while it’s nice to have a pretty ad with the firm’s logo in a fundraiser brochure, it’s even better to have clients being driven to the firm. If a numbers-driven agency can’t tell a Tech firm the exact amount leads or revenue that they have driven to their doorstep, then these marketing agencies aren’t satisfied. Granted, driving leads and driving revenue are two very different goals:

 

Driving for leads: These marketing agencies focus their actions on driving leads to your firm. If you receive a steady flow of calls, email submissions and contact form submissions, then these agencies perform well.

Marketing agencies dedicated to driving leads to your firm focus on the number of the leads you receive. As that number rises, that agency believes that they are doing a better job and delivering on what you are paying them for. However, the more leads you have, the more work is needed to qualify those leads to see if they are the right fit for your service. If you get a hundred leads in a month, you have to respond to each of those leads. If they aren’t a good fit for your firm, then you’ve used a significant amount of time on nothing. There’s a big difference between optimizing for the quantity of leads, and optimizing for the quality of leads.

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How To Expand a Tech Firm’s Customer Reach

Once technology firms have reached a level of maturity where revenue is consistent and practice (and delivery) is dialed-in, talks of expansion are almost inevitable. Expansion of tech firms comes in a few different flavors of conquest: geography expansion (into new country segments), moving up-market into complex deals/bids and expanding various practice areas.

 

We’ll cover expanding practice areas in another post, but expanding market and customer reach is often seen as the logical next step of a successful firm compared to moving up the market.

 

Whether that’s expanding revenue growth across market segments in the same country or outside, it is a trying hurdle for operations, marketing, and the entrepreneur’s sanity.

 

Here’s how to handle all three.

 

Keeping Your Sanity

 

Change in a firm is difficult, but when all of the partners are aligned on a firm-wide move, that resistance to change can swing the other direction into unbridled momentum. While deciding to grow a firm’s new revenue streams can feel incredible, eventually the honeymoon phase of decision making is over, and the reality of execution begins. To ensure partners can focus on their work and not lose sleep over the expansion, it’s critical to have realistic and achievable goals in mind.

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Build Your Own Sales Process and Trust It!

Start answering these questions:

 

1. Do you have a standardised lead and opportunity management process that has been rolled-out to anyone who hunts?

2. Is your demand and opportunity management process is consistently followed by marketing and sales teams?

3. Does your demand management process align with how your buyers (segment wise) make purchase decisions?

4. Is your sales cycle length is shorter than your competitors?

5. Is your conversion and win rate is higher than your competitors? Do you know?

6. Is your average deal size is higher than your competitors? Is it growing quarter on quarter?

7. Is your Demand Management process are embedded into your CRM system and actively used by marketing and sales?

9. Are you running weekly cadence on Leading, and Lagging KPIs that determine success and/or failure?

10. Are you deploying feedback from this process to make it even more robust?

 

If you want to sell better, start creating your own, repeatable processes that will get you to your goal.

 

Just like losing weight, each one of us have to figure a way that works for us. Getting lost in umpteen weight loss plans, apps, gadgets, and recommendation is often the case with many of us. Picking one plan, one process per buying journey and staying disciplined to set of activities will definitely get you off to a good start and deliver results.

 

Improving from that place of progress is much easier than frequently flipping over to multiple approaches, processes and activities.

 

Too many TechCEOs and selling teams just get lost in a bunch of activities without a plan. They make calls. The write emails. They read books. They follow up on tasks, etc. But what is missing with most sales people is consistent, reliable, processes that increase the probability of making their numbers.

 

If you want to sell better, step back and analyse how you do what you do. Start learning to ask WHY?

  • Do you know why your customer buy from you?
  • Have you segmented your market based on how your clients buy?
  • Have you set up sales process in line with buying process?
  • Does your marketing team know how to drive demand per segment?
  • Do they have clear execution path?
  • Do your seller hunters know what to do?
  • Why do you call when you call?
  • Are they the right times?
  • Why do you write the emails you write?
  • Are they the correct emails?
  • When do you prospect vs. follow up on existing pipeline opportunities?
  • How do you manage open tasks?
  • What tools have you/do you incorporate into your daily routine.
  • Why do you use the tools you use today?
  • Why are you using the current cadence that you use?
  • What are the outcomes you expect from each process?
  • What happens if it’s not delivering?
  • How are you identifying new companies to call, or connect with?
  • How do you know when to change things up, etc.?

 

The best Tech firms people build repeatable sales processes that increase their probability of being successful.

 

Take inventory of your demand and opportunity management process and evaluate how you execute. Where is there room for improvement? How can you maximise your chance of success?

 

What things can you do, repeatedly, that will get you more opportunities, accelerate the sales cycle, increase the average deal size and more.

 

The times you are most successful is when you put a solid measurable process in place. It’s when you become an expert in “how” something can be done. When we become experts in how to do something we increase the probability of getting it done and done well.

 

Start analysing your work flows, your work processes and how you execute. Look to build effective, repeatable methods to do your job and then trust the process. Too often we underestimate the power of execution. It’s not enough to just do. We have to do it well also.

 

In our case, we have used a consistent prospecting process, set of KPIs and a solid CRM (Hubspot) to drive our sales pipeline.

 

 

We know how we will qualify and move our Subscribers to become leads and further to become sales qualified leads. We have honed our process over a period of 5 months and now we know how to go after our Ideal Customers and Prospects.

 

This has resulted in a consistent increase in our pipeline and movement towards our sales goal.

 

If you want to get better at selling, build your own processes and trust them.

 

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P.S. Whenever you’re ready… here are 3 ways I can help you grow your tech business :

1.   Grab a free copy of useful stuff that can help you grow your tech business. More in our blog.

4 Ways to Position Your Tech Business to Attract More Clients Click here.

3 Mistakes to Avoid In Your Tech Business To Grow Revenue Click here.

2.   Schedule a 15 Minute assessment call with us – Click here.

We have worked with a bunch of tech companies and have offered them systems, strategies and coaching to attract and convert clients. We help you install sales and marketing systems that automate stuff and help flood leads and drive higher revenues and margins. Talk to us.

3.    Join our Techcelerate Implementation Program and be a Case Study

I’m putting together a new coaching case study group at Techcelerate this month… stay tuned for details. If you’d like to work with us on your client-getting and scale plans… just reply to this message and put “Case Study” in the subject line.

Life is short. Take action now and grow. Best Wishes.

Can Small Technology Players beat the Big Guys?

Happy Chinese New Year folks.

 

Over the past year, I have been talking to many CEOs of small and mid sized technology companies in South East Asia. One of their top concern is to win profitable deals and capture higher value with big clients.

 

But then the other concern was that big tech vendors have been incumbents in large accounts taking a lion share of the client budget. So do small and mid sized tech vendors have a chance? The answer is a big YES.

 

 

Here is why?

 

Be Conscious, Not Compulsive in Selling

(Reading time 4 mins. In 2017, let’s be conscious, not be compulsive and mindless in chasing growth. It works.)

 

2016. Oh, what a year it was! An interesting cocktail of emotionally charged outcomes.

 

To quote a few notable ones – Rise of populism, shift in geo politics and power, $3.3 trillion of takeovers chasing growth, AI coming of age, self driving cars, fake news, Oil play, shipping bankruptcy, people going gaga over ‘Pokemon Go’, attacks in Brussels & Nice, Aleppo and a fast changing world innovating and disrupting at a rapid clip.

 

Without judging anything that has happened let me ask you a question?

 

How did 2016 make you FEEL?

 

Did you feel empowered or disillusioned? Only you know the answer.

 

In my case, I am coming out of 2016 with mixed feelings.

 

Whichever way I look at it, I am quite sure that we are being setup for one hell of a ride. It’s not going to be smooth, predictable and remotely uninteresting.

 

It could jolt some of us, throw many of us into realms of new opportunities or challenges and even force us to step out of our comfort zones. For people in sales profession, 2017 is definitely a make or break year.

 

This is a nice segue to ask the next question.

 

As sellers, what do you think you will need to be successful in 2017 and beyond?

 

To get your thoughts going I will make my case to this question in 3 parts:

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