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Why Client Focus Can't Be About ProfitsBy Charles H. Green When the Price Isn't Right: How to Respond to Bargain BuyersBy Vickie Sullivan, Contributing Editor How to Choose Which Services to Upsell and Cross-SellBy Marcie Callan Possible Client Or Waste Of Time? How To Profile Prospects When They Contact YouBy Don Linder 8 Reasons You Want The Government As A ClientBy Dave Alexander 2-Inch Thick Proposals And Other Myths About Government WorkBy Dave Alexander How To Screen For Dead-End ProspectsBy Vickie Sullivan, Contributing Editor The Impossible Sale: Why Some Buyers Will Never BuyBy Alan Weiss, Contributing Editor Guiding Prospects Through The Decision To BuyBy Jeff Thull Dodging Bullets: How To Avoid Bad ClientsBy Vickie Sullivan, Contributing Editor Using The Disqualification Model To Protect Yourself From Non-BuyersBy Tom 'Bald Dog' Varjan Client Selection: Choose More Money Or The Pursuit Of Happiness?By C.J. Hayden, Contributing Editor Buyer Spotting: How To Recognize Decision-Makers In PersonBy Alan Weiss, Contributing Editor Saying 'No' To Unethical ClientsBy Jim Grigsby When To Say I'm Not Going To Do ThatBy Alan Weiss, Contributing Editor An Insider's Guide To Selling To Government (Part Two)By Cal Harrison An Insider's Guide To Selling To Government (Part One)By Cal Harrison Clients You Don't Want: Identifying The "PITA" ProspectBy Jonathan Kranz Client Relationship Management: Good Clients Gone Bad Approaches For When Clients Drain ProfitsBy Joan Capelin