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It takes work, but force yourself to identify who you love to serve. We say it a lot to our clients - "Everyone is not your customer." Though we say this, it is hard to adhere to. In a twisted scarcity mindset, we want to keep our options
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Do you know someone that everyone loves? I mean 100% of people they know? There are always haters, critics and cynics. The more success you experience, the more you will see people that just will not like you. The problem is not the reality that you likely have people that
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Drop the formalities. Get real and stop the bull. There was a lot more selling going on with wining and dining in the old days. That was before we were able to put our thoughts out there and people could see inside our minds and our work online. Paradoxically, we
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I know a lot of entrepreneurs and they are my favorite people to hang out with. We are kindred spirits in a lot of ways and we understand each other. One of the things that outsiders do not understand is the intense focus and commitment to an idea that is
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Yes, there are many new communication channels out there with social media. But, when you look at how deals are largely made for professional salespeople, email is still the way deals get nurtured and get closed. You watch your email closely, because you can see whether an order comes in
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The truth is that many organizations can close sales if they are in the right conversation with the right person. The hardest part is not about converting a serious lead into becoming a customer. The hardest part is getting enough attention and commitment to get a conversation going. A conversation
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We are all easily pulled by the tyranny of the urgent when the work days launch. I have been rethinking a lot about how to get more strategic with my mornings. To some extent, I have been more productive with my morning routines. I like to do most of my
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Most organizations have a way that they sell based on their comfort zone. The story is typically one of circumstance. A previous connection into an industry or a network started the first customer engagement. This is not uncommon. It's low hanging fruit to work with who you know
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There's this line between annoying someone and having the right touch points to be on their radar. If you send irrelevant messages at the wrong time, then count on being ignored. People can tune you out pretty easily these days, and they don't have to be
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The game changer is what can set you on a different trajectory altogether. It is essentially the one thing that matters most than doing the busy work each day. I like finding that one strategic decision or action that will make things different. It's the thing that will
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When you look at the core actions you do every day as a knowledge worker, can you say you are faster than before? Are you continually growing and increasing your speed? If you are having trouble making progress, then you have some choices: 1. Try harder 2. Give up 3.
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What if the New York Times missed a day of content or CNN took the day off and had a blank screen showing during their air time? We know that those content producers will have something for us today, tomorrow and every day thereafter. Their persistence lends to their credibility