writing

Don’t “Market”, “Teach” — marketing for consultants

Last week, I discussed how to “help” instead of “sell”. This is a powerful paradigm shift, especially if you find “selling” uncomfortable, unnatural, and/or unethical. But what about marketing? What about lead generation and business development? Another paradigm shift can … Read More

The Sales for Nerds Signed Bookshelf Giveway

I’ve been lucky enough to have a bunch of awesome authors come on Sales for Nerds, and Aaron Ross recently recorded his 2nd interview, for the new edition of From Impossible to Inevitable. I asked if he had any signed … Read More

Mimiran Robot and MeetEdgar Octopus

How to Exponentially Increase the Value of Your Content (With a Robot and an Octopus)

“Content Marketing” is all the rage these days, and with good reason. Rather than the traditional approach of filling web pages with meaningless corporate jargon about how awesome you are, why not provide some actual value to the visitor, right? … Read More

Language Traps

I’ve spent a lot of time on this blog talking about how storytelling is important for sales (and marketing), and particularly the way language helps construct our reality, which means it can also lead us into traps. For example, how … Read More

Will the end of the movie business end your business?

In my last post, I made the seemingly preposterous claim that every business is a media business. Some people agreed, some people disagreed, but the hypothesis definitely caught people’s attention. So, it might be worth asking, what’s happening with the … Read More

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

The Hardest Advice to Follow

Is usually your own. Last week I wrote about how to multiply the value of your content, because this is a problem I face along with many of you. I knew I needed to do a better job with this. … Read More

multiply the value of your content

How to Multiply the Value of Your Content

Great content is great. It’s also really hard to produce and who has time for that, anyway? You can take a page from Oprah’s book and multiply the value of your content creation efforts by spreading their impact, or repurposing. … Read More

How to turn a sales conversation into a proposal

How many times have you had a great meeting with a prospect, had the prospect ask you for a proposal, think, “I’ve got this one”, and then sit down and realize the proposal isn’t going to be as easy as … Read More