Pricing is always a challenge for start-ups, as well as for independent consultants heading out into the Brave New World for the first...
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Preparing For Success: A Conversation With Nadeschkin
I'm never shy when it comes to approaching celebrities. Sometimes they respond with haughty self-importance and let you know you're asking...
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“Shut Up, Christiane!”
In spite of the headline above, I really do respect Christiane Amanpour. Kind of. She's hard-working. Driven. Focused. And she's always...
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Are You “Adding Value to the Conversation”?
I was coaching a small start-up entrepreneur recently who was saying he was stuck. He had been making a lot of calls, some cold, some warm,...
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Storytelling By Email: 9 Best Practices
In the Brave New World, we're all fighting for share of voice, as well as impact. Email is no exception. One way to cut through the clutter...
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Speed of Response: 2 Considerations When Providing a Quote
I was part of a discussion on "The Wealthy Freelancer" yesterday in which several salespeople were discussing how quickly you should turn around a...
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RFP’s: Really Forgotten Proposals – Avoid The Trap
A few months ago, I was working with a corporate client whose sales team's conversion rate was not as high as management desired. We isolated...
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Sales and the Zen of Ice Hockey – The Fundamentals
Did you see the Canada-USA Olympic Ice Hockey Final? Wow! As in hockey, sales is all about the fundamentals. What an awesome game, no matter...
Continue Reading →28 Seconds. (Or Simplicity Sells Part II)
I love living in Switzerland. The precision of the Swiss is incredible and even a source of humor, even among them. As you drive in my native...
Continue Reading →Simplicity Sells
You could say I'm a leadership junkie. I'm always eager to read things related to the topic of leadership. But I also like to be pulled in...
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