The personal computer has become quite personal indeed. It not only sits in our pockets and commands our attention hundreds of times a day, it talks about us with other computers, sometimes behind our back. The stream of notifications and … Read More
Blog – Full Width
Don’t Sell the Operating Room
You’re all ready for your big surgery. A nurse takes you into the operating room. All the surgical tools are laid out, but there’s no one else there. The nurse says, “knock yourself out, and good luck.” That would be … Read More
All the customer cares about is price!
Have you spent months carefully developing an opportunity, invested hours in creating a polished proposal, only to have the prospect tell you that they went with a cheaper option? We’ve all been there. It’s frustrating and we might gripe, “they … Read More
The Answer’s Easy, but What’s the Question?
When I was a kid, we had to learn to use the encyclopedia to look up information. The school library had a couple of sets and it seemed like a vast world of knowledge. Of course, sometimes I’d want to … Read More
5 Steps to a Simpler Digital Marketing System
5 Steps to a Simpler Digital Marketing System for Consultants (Guest post by Tsavo Neal.) Are you overcomplicating your marketing? Have you thought of leveraging your digital presence to win more clients? Many consultants don’t bother with digital marketing because … Read More
The Ultimate Guide to Getting More Sales Referrals
We all love sales referrals. They make the easiest sales, the most successful customers, and generally make everyone happy. Last week, we talked about how to make it easy to track referrals not just quantity, but the dollar value of … Read More
Referrals in the Internet Age… Let Me Introduce You
Referrals are the best leads. That’s why some of our favorite words to hear as business owners are, “let me introduce you to someone who might need your help.” Depending on who you ask, they are 2x, 5x, or infinitely … Read More
Use Pictures to Improve Your Proposals
They say a picture is worth a thousand words and that can certainly be true when it comes to proposals. Don’t add pictures for the sake of adding pictures, but if you can use illustrations to advance the story, that … Read More
My best productivity hack
Is anyone’s life slowing down? Work isn’t slowing down. Life isn’t slowing down. How do you handle it all? I’ll share a few things I do, including the simple, most useful, best productivity hack I’ve discovered recently. Get Control of … Read More
The Hero’s Journey
I spend a lot of time here on the 2 most important rules for proposals, which is really a version of The Hero’s Journey in short form: A proposal is a story, not a brochure. The hero of the story … Read More