The Underdog Effect is Killing your Business
That cute little superhero dog, The Bad News Bears, and some pretty powerful neuroscience are all conspiring against you. Read More
My Insights
3 Really Bad Reasons to Hire a Rainmaker
You don’t know how to sell. You need a real deal closer. And you want to grow your business faster. All really bad reasons to hire a rainmaker. So before… Read More
What are YOUR Sales and Marketing Olympics?
Creating a stark-raving mad fan out of a world of billions of people can seem as challenging as winning Olympic gold. Both require a lot of work. As I… Read More
CRM systems… Long Live the Rolodex!
Many firms buy a CRM system — but then fail to make the most of it. Here’s the point… Most growing professional services firms can benefit from a tool to organize how they… Read More
Blind Spots and Insights
You serve your clients best when you see what they don’t. Here’s the point — you need to know your clients’ business as well as you know your own. Only then can you… Read More
I’m so excited!
I’m so excited Read More
Behind the Numbers: Just Be Helpful
75% of buyers choose the supplier who provides — at no cost — the most helpful information founded in a deep understanding of their customers’ world, i.e. insight. It flies in the face of everything… Read More
Behind the Numbers: Calling Out Cold Calling
Survey after report after study tell us that cold calling is dead. Those reports may be greatly exaggerated, but that doesn’t mean it’s not a monumental waste of your time. It’s… Read More
Behind the Numbers: Self-Service Buying
57% of the buyer’s journey is complete before a customer’s first contact with a supplier. Here’s why you should care. This statistic was published by Forrester in 2012 and spread across… Read More
Behind the Numbers: Social Media Matters
75% of B2B buyers research your company on social media in addition to your website. Here’s why you should care. This might just blow your mind: A recently completed Social Buying… Read More