How to handle hate mail Grouchy people are just grouchy It is a sign of success when you start getting haters The world is full of ideas Put yourself out there People are at different stages “The Competitive Displacement Playbook,” a.k.a. “Eat Their Lunch “Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant” “Blue Ocean Shift: Beyond Competing – Proven Steps to Inspire Confidence and Seize New Growth” Competition breeds excellence You are the value proposition Own the sale Stop passing blame Have insight, ideas, business acumen…bring value “Capturing Mindshare” chapter 2 The phone is better than ever You are not different Your prospects are not different Why change? Why now? Why us? 11,000 Baby Boomers retire every day How to handle an RFP How to ask for a “no-bid” Review it and move them back to Discovery Play. Be combative and argumentative enough to differentiate and win. Prospecting is a campaign Pick 60 dream clients Even those your competitors have on lockdown Use the phone Follow up with email Offer a 20-minute executive briefing—offer VALUE Don’t waste their time 800CEORead.com TheSalesBlog.com—9 years daily blog Trust. Caring. That lasts. Listen.