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.    

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 […]

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 […]

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. […]

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. […]