Books & Insights

November 10, 2020


Don Bailey

My knowledge isn’t always a good thing… Knowledge is a curse when it convinces me to solely focus on transferring my knowledge to my clients. Most of my client presentations are internally-focused, capability reviews. Knowledge is an illusion when it convinces me that I know it all – no need to listen and learn. Most of my client presentations are dominated by my words, not my client’s thoughts. But, my knowledge can be a differentiator when I use it to drive a discussion of alignment, trust and discovery with my client. Moving my approach from “presenter” to “facilitator” unleashes my differentiation – shorter sales cycles, higher close rates and higher client retention. How are you using your knowledge?

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