Your Baby Is Ugly

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Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the … [Read more...]

How To Create Compelling Content

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At Dreamforce, a member of the audience asked:“How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?” It’s an excellent question. How do you create compelling content? What do you do to bring attention … [Read more...]

Choosing To Compete for Transactions or Relationships

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There are two ways to think about acquiring new clients and new orders. You can start from a transactional approach or you can start from a more strategic, consultative approach. The distinction is important. Transactional A transactional approach is centered on acquiring … [Read more...]

Not Worth the Paper On Which It Is Written

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I recently heard a story about a company that sues their clients when they attempt to terminate the relationship. It doesn’t matter if this company isn’t performing up to their client’s expectations or needs. This company doesn’t care that they’re not creating the value their … [Read more...]

How to Work Your Sales Funnel

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There is a reason to do work in a certain order, to plan your week, to be a disciplined “me manager.” You don’t always get to decide when you do some of the work that you need to do each week. Some clients need you to be available when it fits their schedule. Some prospective … [Read more...]