I’ve literally been talking to clients for almost 8 hours straight. Haven’t had anything to eat all day. Just lots of water and coffee. And to be honest, I’m not as exhausted as you’d think I’d be. I even had enough energy left over to muster up this video after a long day. What’s my […]

I was talking to a consultant today who asked… “You don’t expect your clients to do as much marketing as you do… do you?” No, I don’t. I spend roughly 50% of my time on marketing. That’s not practical or necessary for most. But it does raise an important question. As a consultant or professional […]

Some people might get offended by this. So I apologize in advance if this makes you uncomfortable. But if it does make you uncomfortable, that means you needed to hear it. There are two kinds of people. Those who give up when things get difficult. And those who don’t. Simple enough, right? Not much to […]

Here’s a common mistake people make when selling B2B consulting or professional services… They think that everyone in the organization they’re selling to is purely motivated by what’s best for the company. And therefore, as long as they can make the case for why their service or solution is good for “the company”… They’ll win […]

 “Oh that sounds interesting.”“We need to think about this some more.” “I need to consult a few people about this. We’ll get back to you.” If these are things you’re hearing a lot of in sales conversations, here’s why… You’re playing it too safe. You’re not uncovering the pain. And you’re not making a compelling […]