One of the constraints you must deal with when you write a book is the word limit. Most business books are around 60,000 words. This is in large part about the costs of publishing and profitably selling the book, but there is also good reason to…Continue Reading
Archive for February, 2018
There are a lot of reasons that your dream client might reject your request for a meeting. Those reasons include the fact that they already have someone providing them the same product or service, they’ve met with salespeople who provided a less…Continue Reading
The idea behind growth hacking is speed to results and lower costs of client acquisition. There is nothing wrong with these goals as stated, but there is also nothing new here, with the exception of the strong desire to move to more transactional…Continue Reading
Content Marketing is not prospecting. Even if there is a call to action, you are not asking your client for a meeting to explore change. This is the above the funnel work that helps you create awareness and capture mindshare, both of which are…Continue Reading
How is it possible to have a slow day? How can you have a day where there’s very little to do, one in which you don’t get much done?
The very idea that one can have a slow day tells you more about the person that makes that statement than they…Continue Reading
There is a hidden danger in CRM dashboards, those collections of metrics and hard, objective data displayed so beautifully on a screen. The intention is to be able to see information in real time, to be able to make decisions that improve results.…Continue Reading