Simplify the Complex

Simplify the Complex

In the ongoing crusade to achieve higher closing ratios, I have recently focused even more on ways I can articulate the value of Digital to clients. We all know how easy it is to quickly “get in the weeds” when selling some of our more complex solutions. What I saw...
“Matter of Fact” Selling

“Matter of Fact” Selling

Have you heard this one before? The client asks an account executive a simple question. “Do you sell digital products?” The AE emphatically answers, “Yes, we do,” and continues by reeling off a long list of options. The problem is … all the client wanted was a simple...