There’s a lot of dangerous sales advice out there. I’m starting to see it as my mission to protect you from it. Here’s the latest from the department of “terrible sales advice you should ignore at all costs”…
MARKETING INSIGHTS FOR PROFESSIONAL SERVICE PROVIDERS
Getting the Most Out of LinkedIn With Eli Hochberg
A plan and consistency build a business. And if part of your marketing plan is to build a following — which it should — LinkedIn is a powerful tool. If you don’t already have a daily LinkedIn routine, I highly recommend you listen in on my candid conversation with LinkedIn powerhouse, Eli Hochberg. Even if […]
Play a bigger game
“I’m charging way more for my services now and playing a bigger game. But the challenge is getting used to thinking at a higher level.” This is what one client recently told me. When we started working together, his pricing was low and he wasn’t offering enough value to his clients. After about a month, […]
How to Find Your Consulting Sweet Spot With Kristen Gallagher
Kristen Gallagher is the founder and CEO of Edify. In this episode, Kristen shares the story of how she launched Edify and turned it into a leading learning and development firm for growing startups. Listen here… Show Notes Kristen shares her backstory What made Kristen leave her job to launch Edify How Edify’s business model […]
“Head-sand-itis”
There’s this terrible disease that I’ve noticed seems to be rampant among entrepreneurs. Until recently, I didn’t know what to call it. I just knew how destructive it was. Well, apparently it has a name. It’s called “head-sand-itis”… And let me tell you, this thing is deadly.
Don’t do anything
Every now and then, people don’t show up for calls. It doesn’t happen to me very often. And when it does, it’s frustrating. But it also comes with the territory. When you’re putting yourself out there… When new people are coming into your world… And you’re booking conversations with prospects because your marketing is doing […]
Expert posture
There’s a lot of BAD advice out there about sales and selling. Even if it’s not bad advice, it’s usually meant for “professional” sales people — or those who sell for a living. But if you’re a consultant or any kind of expert who sells services, advice and insights… Not only does much of the […]
Answer this
There are two types of consultants… The first is the low level service provider. This consultant does whatever clients want them to do. They sell service and solutions. They take orders. And they do fine work. But as soon as the client can find a cheaper low level service provider, they’ll take their business elsewhere. […]
You cannot outsource marketing
It’s an alluring idea. Without having to lift a finger, you can have qualified leads magically handed to you on a silver platter. All you need to do is show up, have a brief conversation, and collect your check. This is the dream that appointment setters and outsourced lead generation companies would have you believe. […]
How do you make decisions?