I like to start my days working my ongoing Gmail Task list. The best way to complete a project is to simply delete it, forget about it and move on. So, the first thing I do is eliminate tasks and projects that may have originated with sincere intentions but lack impact towards my goals today.Continue reading “Most Things Are a No”
Category Archives: Sales Strategy
How to Game Opportunities Your Way
It really is enticing to buy into some fad, secret sauce or crowd hype especially when it comes to deal making and opportunities. It feels secure to do the “right things” and rely on determinism. That kind of thinking may have been true before the floodgates of access were opened and anyone and everyone couldContinue reading “How to Game Opportunities Your Way”
Watch People’s Faces to See What They Value
I’m glad I get to do business in the connected economy rather than times past such as the industrial age. You can make your ideas happen so quickly without a ton of gatekeepers that had to give you access and permission to create, distribute or sell something. If you want to put a book out,Continue reading “Watch People’s Faces to See What They Value”
Making Impactful Introductions
There are certainly a great many messages that get ignored. We tune out what is irrelevant as a way to simply survive the noise and to focus on what is important. However, one gesture that gets attention and is extremely high value is to make introductions that lead to deal making. Opportunities are hard to comeContinue reading “Making Impactful Introductions”
You Have Limited Options for Selling
When we discuss sales strategies with clients, there’s commonly a misnomer about what options are available. We live in an attention-starved world full of information and glamorous messages that cloud our thinking. The reality is that for B2B Professional Selling, especially of professional services, you don’t have that many options for selling consistently and growingContinue reading “You Have Limited Options for Selling”
Look What I Did For You
It’s much easier to sell “Look what I did for you” than “Look what I avoided for you.” ~ Nassim Taleb, Antifragile I lament that our society and human nature exalts the glamorous over the shrewd. “Look what I did for you” garners perceived value so readily. Perhaps it’s because we are wired to respondContinue reading “Look What I Did For You”
Be Smarter On Your Cycles
I agree with Socrates’ famous lines, The unexamined life is not worth living. After all, simply continuing to repeat mistakes and not recognizing the opportunities to make something different happen is tragic, at best. You have likely seen the ebb and flow of your business cycles, relationships and even cash flow. There are market moods,Continue reading “Be Smarter On Your Cycles”
Forget Setting More Goals
Losers have goals. Winners have systems. ~ Tim Ferriss We are what we repeatedly do. Excellence, then, is not an act, but a habit. ~ Aristotle The last thing you need is more goals. A lot of talk about going after the next thing for yourself will assuredly come out in this season of goalContinue reading “Forget Setting More Goals”
The Feedback Advantage
The worst thing that you can do in your work is to continue with business-as-usual when there are unseen forces acting on you. Whether you feel content working a job or continuing to work in a market that is obsolescing, the lack of feedback on a daily basis can build up into a cataclysmic event,Continue reading “The Feedback Advantage”
Above All Be Human
We live in unprecedented times with automation, technology and ridiculous speed. It can delude us into thinking we have immense power and reach when in actuality, we do business and work in a world of human beings. Our interactions, slights, likes, moods, and movements matter in whether we want to have anything to do withContinue reading “Above All Be Human”