To sell yourself effectively you must recognize that your customers live in one world and you live in another. You show that you understand their challenges and inspire them to see the possibility in your world.Read More
Many businesses work very hard at sales but don't realize that they are selling to nobody. Without identifying your target, without knowing whom you are selling to, you can't reach anybody.Read More
The three immutable rules of marketing.Read More
Referrals are great. Someone else vouches for you, and by doing so, they create a bridge between your world and your prospects’ world in a way that few marketing techniques can.
There is only one problem: banking on referrals is a lousy strategy.Read More
Never was there a more mindless lack of strategy.
There is a much better way.Read More
Anytime you are cramming information into anything, whether a pitch, a presentation or a page, you are doing the wrong thing.Read More
Use lots of facts without - they are sure to not connect with your prospects and drive up the cost of marketing.Read More
You have 8 seconds to engage your audience, here are four steps on how to use them well.Read More
Stories are powerful enrollment conversations.
Here is the good news: if you get the enrollment conversation right the sales conversation is much easier, faster and more natural.
The standard approach to sales and marketing communication is to bombard the market with all of the stuff that you do that is a mistake, here is the solution.Read More