Blog

Every Company Is a Media Company

Congratulations! In addition to your regular job, you also run a media company because every company is a media company. “That’s ridiculous!” We’re a consulting company, or a software company, or a law firm. Or we manufacture widgets. “We’re the … Read More

Language and the Pursuit of Happiness

Language and the Pursuit of Happiness (and Business)

Chalmers Brothers’ book, Language and the Pursuit of Happiness has a lot of interesting things to say about language and how it shapes our lives, both internally and our relationships. To start, he points out that we live in language … Read More

Pricing pressure? It could be your proposal

I’ve heard a lot of people complain about how their market is getting commoditized and how there’s no way to achieve good price points. What happens when we look at the proposals the sales teams are sending out? They’re terrible. … Read More

Sending Holiday Cards to Your Customers

One of my customers had a great suggestion recently about using Mimiran to help send holiday cards to customers. This customer includes their customers’ billing address on the proposal, so that information is already in Mimiran. By exporting the contact … Read More

Zombie Deals

Zombie Deals: the obstacle to sales that you have hidden in plain sight

We have enough obstacles to sales but we often add big obstacles without meaning to. I’m talking about the undead, “zombie deals” in your pipeline. They never close and they never die, but you spend lots of time and energy … Read More

Election 2016: How not to make decisions

Regardless of who you voted for, or who you want to win, America has a terrible way of selecting a new leader. Some of this is inevitable in an organization with over 300,000,000 people. Some of it is a vestige … Read More

Before you do your 2017 strategic planning…

It’s almost that time of the year again, when people start 2017 strategic planning. Before you do, look at this chart, from WaitButWhy.com.   Each row is a year and each box is a week. While planning for next year … Read More

Tattooine Sunset

Make Your Proposals Stand Out (and Win)

If you find your prospects aren’t taking action, or aren’t moving forward with you, here’s how you can make your proposals stand out and win more often (and at higher price points). Last time we looked at who is the … Read More

The Customer is Luke. You are Obi-Wan.

What do you think?

I’m always sharing my thoughts on this blog, but I’d love to hear from you… It’s always good to know more about your readers, and to learn from them. Especially as I’m getting read to launch the Sales for Nerds … Read More