Prospecting for sales leads is too often described as “finding people to sell to” when it should truly be described as finding people who could really use your help to solve a problem. I think it’s infinitely more rewarding to get up in the morning and go in search of people who might be able […]
Everyday we are inundated with marketing messages, social media stories, product packaging, and advertising pitches that promise us everything under the sun from whiter teeth and fresher breath to financial security to finding a sexy and smart significant other if we’d only order the right brand of beer at the bar. What do you think […]
Are fretting over a project that you really want to do, but you simply can’t seem to get around to adding it to your schedule in order to complete it? The problem may be that you’re giving yourself too much time to get the project done. Try giving yourself less time to get it done! […]
There can be a lot of pressure to come up with an idea. The problem is weighing on you or your client, there is a priority on solving it, and you begin wracking your brain to force it to spit out a brilliant idea (and that creative technique always works SO well, right??) The idea […]
I find a lot of parallels between ideas, sales, and what is known in writing as The Hero’s Journey. The Hero’s Journey was a concept shared by Joseph Campell, a professor in literature who primarily worked in comparative mythology and religion. Campbell identified a common story arc containing multiple stages that runs through every compelling […]
A friend of mine recently reached out on LinkedIn and told me that after a long career working inside a single company as a business development manager, their position was being eliminated. With more than 25 years of experience in coaching salespeople, one of the options they were considering was launching their own consultancy as […]
Most people don’t want to hear your idea because they have plenty of ideas of their own. They don’t want to add another idea to their list of things that remain undone. I learned this fact while marketing my brainstorming-for-hire services. I sold many one-on-one idea generation sessions, but I found there was more need […]