#0395 Sources
There are 2 types of people in this world. 34% who can do mental math, and 76% who cannot. Statistics are a powerful way to get a point across however when overused it can dilute…
Tag: #sales
#0393 Before the Ask
The amount of energy to get there is enormous. You have spent weeks, maybe months nurturing the relationship super generous along the way. Finally the opportunity arises, the timing is right so you hit them…
#0389 Inception
Eliciting a decision in your favour for a complex offering is similar to orchestrating in the movie Inception with Leonardo DiCaprio. At the start of a professional relationship there is little visible on the surface…
#0383 Tay Tay Marketing
As I sit here like many parents of teenage daughters patiently and nervously waiting to buy Tay Tay tickets I can not help but think how brilliantly musicians use scarcity to sell out stadiums. Would…
#0380 Startup V Mature
Hunters and gatherers would stockpile food to get them through the winter.Bears fatten up before hibernation. As a business there are two things you should have fattened up to cope with the inevitable business winters….
#0378 Perspective
“That’s what you remembered!” In a room full of workshop participants, the morning of day two I asked what each person had took away from the day before. No real surprise but everyones take was…
#0377 Salesdog Eddie
Our dog Eddie does not understand personal space. Right there, all day, every.single.day. He is not perfect, far from it but the joy he brings far outweighs the holes he digs in the lawn. The…
#0373 Evoke Memories
“Then I’ll huff and I’ll puff…”“Please Sir I want some more?”“‘This porridge is just right!” I wager that you know exactly what children’s books these quotes come from. Not only that, you can probably imagine…
#0369 Communication
Is good communication more important than a good product or service? I would argue they are at least on par. A great product that no-one knows about is worthless.An amazing service that people do not…
#0368 Calling Out Revenue Owners
Never have I ever met anyone responsible for revenue that says they are happy with the amount, quality and frequency of leads coming into their business. Not One. It is one of the great frustrations…
#0361 Effort & Sacrifice
If I were to guarantee you 10 Million dollars in cash today no strings attached would you take it? Probably yes right. If I were to guarantee you 10 Mill today but in exchange you…
#0360 The Formula
Hands up if you have ever grabbed a kebab from the nearest food truck after a big night at the pub? There is a reason there is often one parked right next to these establishments….
#0357 Charge More
I think you are too expensive. Then shame on me for not articulating the value better. Assuming you are pitching to someone who has the problem you solve and it is high enough on their…
#0356 Not Random Acts
The only real marketing metric we should be concerned about is its ability to drive sales. That requires a certain level of proficiency to follow through all the way to a closed deal. Everything else…
#0348 Accessibility
I do not seek public toilets unless I am busting for a pee. It is hard to find Christmas wrapping paper at Easter but it is everywhere in December when I need it. I do…
#344 Be Generous
Give it all away. People ask me what they should write about or share on social. In a business context my response is to share your knowledge and experience freely, without reservation or fear. There…
#0340 Alignment
Acknowledge where someone is and then join them there. No matter how good your product or service is, your sales pitch or your board presentation, if they do not believe, you will not progress. Everyone…
#0335 Overnight Success
Be prolific with your content output while no one is looking. The act of doing so consistently will improve the quality by default. By the time people notice, you will be putting out high quality…
#0324 Try Stopping Me
Boom!! And just like that large percentage of you will have made your decision. The choice to stay and read on or move on. Instinctively, we are constantly making decisions as to whether or not…
#0323 Matching
Avoidance or seeking? If you listen carefully to your audience you may notice that they have an inclination for either risk aversion or a comfort in the possibility. Understanding their preference (not yours) can be…