Insights

One of the biggest differences between consultants who can really effectively sell their services… And those who CANNOT…  Is that they wear the “consulting hat” all the time. A lot of times they’ll approach the sales call like it’s a consulting call. And that’s one of the greatest ways to instill DOUBT in the mind […]

Want to know how to KNOW you’re going to succeed? I was listening to a podcast with a famous copywriter named John Carlton the other day. And he said something that stuck with me. When he got into copywriting, he just kind of dipped a toe in because he wasn’t certain at first. But then […]

Let me tell you about how moving into a bigger office made me 3 new sales I’d been hemming and hawing over whether I should upgrade to a bigger office space. It was partially about capitalizing on an opportunity. An office across the hall opened up from mine, and it’s bigger, and it would enable […]

I said no to a very interesting opportunity the other day. What happened was, a really cool, exciting new healthcare company approached me.  They’re scaling, growing, expanding, and it’s all on the back of a super innovative new product (you might have heard of).  Anyway, they wanted to bring me in…. have me run their […]

A month ago, I had what was probably the worst day of my entrepreneurial life.  Two things happened.  The first was costly in terms of my mental space — emotional regulation, distraction, worry, etc etc. The second was all that… plus an actual USD cost of $20,000 (unexpected). Here’s what they were, and what I […]

A tale of two consultants: Let’s call one of them Mike. And the other Sarah. Mike grows fast. He’s a risk taker and he goes all in on growth. And what happened is, his growth outpaces his systems, his operations, his capacity. Things start to break. They break over and over again. So in his […]

Here’s what I DON’T want you to do: I don’t want you to take 1985- era tactics to 2020- era markets. Because they won’t work for you. A lot of people say, “Well, you’re telling me to do this, but so and so guru says the exact opposite. I don’t know how to reconcile them.”  […]

❌DANGER ❌ If you’re projecting out your goals, your vision, your dreams, your aspirations far out in the future, read this… There’s a real danger in having what I call “long hopes.”   You start to use “one day” language. “One day… we’ll get there.” “One day… we’ll achieve that goal.” “One day… I’ll become that […]

You know those annoying sports dads who won’t stop coaching their kid, constantly giving advice? That’s me. My daughter plays ice hockey, and I’m that annoying hockey dad that’s constantly telling her what to do.  Never thought I’d be that guy, but it is what it is.  Anyway, sometimes it’s actually helpful.  So the other […]

Probably the most common mistake consultants make in sales… Doesn’t have to do with the script or the technique or anything like that. It’s a mindset issue. A lot of consultants, if they haven’t been around sales a lot, think of it as something you DO to a prospect — that if they just say […]