“It’s a 100 million dollar must win” the VP of business development told me. Her tone was a combination of vehemence infected by fear. There was clearly an “or else” hanging over her head and it took only one brief sentence for me to pick up on that fear. Imagine what the prospective buyer would … Continue reading Has Fear Infected Your Sales Process?
I learned about cash flow imbalance the hard way. In the early days of Trivers Consulting Group, I would work from time-to-time for the clients of another service provider. I would let him know the total owed to me, then he would bill the client and wait for the client to pay. Many times, these … Continue reading To Improve Cash Flow, Improve Your Sales Process