Posts tagged ‘80/20 rule’

Who’s running the sales pitch – you or your PowerPoint?

Many years ago, when I worked on sales presentations, my team would spend 80% of our time working on the PowerPoint – debating slide order and color, bullet points and font size, this graphic over that graphic. You name it, we debated it.  After all that, we’d spend only 24 hours preparing to…

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Your clients are your competitor’s best prospects!

I frequently talk to advisors and financial professionals about the prospects they’re working. Their sales pipeline can range anywhere from 10-50 active deals they’re working routinely. Odds are some of those great opportunities are their competitor’s clients. That’s why I’d like to share…

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