The Dichotomy of the Expert Salesperson
The world needs more of expert you. Let’s explore both sides of the expert salesperson.
Win Without Pitching®: Thinking
Mindset and Behavior
Attending The Way
“A man, sitting in his house, attending the way, will be heard a hundred miles distant. Work done truly and conscientiously, in isolation, calls unknown friends.”
The Time Value of Knowledge
Just as the interest on money compounds over time, the interest on knowledge compounds similarly, under the right conditions.
“Working/Non-Working” Doesn’t Work
If creative and production really are non-working then why be so irresponsible as to spend 20% of your budget on them? Shouldn’t you be focused on getting that to zero?
You’re Always Selling. Everything is a Negotiation.
Two common refrains that you are “always selling” and that “everything is a negotiation” are often stated as facts, but they’re not facts, they’re points of view, and I don’t happen to subscribe to either of them.
Who’s Going to Own This?
Do you ever wonder why some of your clients are transformed by your work and others, meh—not so much? It’s the multi-million dollar question, isn’t it?
Think Big. No, Bigger.
Let’s do a thought experiment. Let’s try on outrageous success by moving to the outer range of what you have already proven is possible for a firm like yours.
The Magic Email
I think together we can make a few million dollars this week, quickly, simply. Use this simple email template that you can use to raise deals from the dead.
Play the Game of Constraints
I’ve been using constraint-driven exercises for years to think creatively about my own business and to help our clients free themselves from the mental models in which many have become trapped. Try these six constraint-driven exercises.
Three Steps to Surviving and Thriving in a Crisis
I’ve lived through two previous recessions as an entrepreneur and what we are experiencing right now is not a recession — it is an economic crisis. The recession is what comes next after things stabilize.
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