If prospects are good, more prospects must be better, right? Not so fast. Most consultants don’t need more prospects, they need better prospects. (And it turns out that what you do to get better prospects, will lead you to get … Read More
proposals
Office Hours: Positioning, Messaging, Mission, and Your Story
Join me at 2CT on Friday, January 22nd for a 45 minute session on how to make sales and marketing easier by nailing your positioning. You’ll come out of this session understanding how to use positioning and messaging to generate … Read More
Protected: Internal Widget Test
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As a consultant, are you a business owner or a subcontractor?
The phone rings and you can see the name of your client. What’s the feeling in your gut? Is it, “oh, great, I’m looking forward to talking to so-and-son”? Or is it, “not again, this so-and-so is draining the life … Read More
Our own beliefs are the biggest sales obstacle
Sales is hard for anyone, but especially when you start your own professional services business, your own beliefs are often the biggest obstacle to sales. I started with some strange, self-limited beliefs about sales. Over time, I realized that I … Read More
How to Keep Your Professional Services Practice Going (without going “viral”): tips for coronavirus
With SXSW down for the coronavirus count, along with the NBA, NHL, NCAA, MLB, and innumerable smaller events, how do you handle lead generation for your professional services firm? How do you replace the networking opportunities? The in-person meetings that … Read More
Who is the competition and what are the rules of the game?
How often have you been in the end stages of a sales cycle, you think you’ve laid out a great case against the competition, only to find the prospect goes dark? The first step to beating the competition is to … Read More
Finding the Soul of Your Brand with Justin Foster
What does your brand mean? Does it have a soul? And how does finding the soul of your brand improve your results, in business and in life? Planning your sales and marketing for 2020? Don’t miss the forest for the … Read More
The red/yellow/green copy critique: improve your copy in 15 minutes
Writing copy can be hard and frustrating. Like anything else, getting good takes practice. But here’s a simple exercise you can do in 15 minutes that will have a dramatic impact on your copywriting. I call it the “red-yellow-green” copy … Read More
Why Sales Training Doesn’t Work (for You)
What do you do when you start your own business and realize that you have actually do sales (and marketing)? That being invited on technical sales calls or the occasional account review is not the same thing as running the … Read More