I just put up two different websites. One was relatively complicated, while the other was straightforward. They both took the same amount of time: three months. I decided I would formulate a new law of website development. Every website takes three months. But why? Everything shouldn’t have to take three months.
Read MoreLarge companies reward people for maintaining the status quo and avoiding risk. But I think it’s a personal issue. Are we afraid to make mistakes?
Read MoreIn Cost, Quality, and Value – The Buyer’s Side, I defined value as quality divided by cost. And quality was loosely defined as the degree to which customer or prospects needs are met. But that’s not the end of the story. The problem with this definition is… what happens when the prospect doesn’t know what they need?
Read MoreThere is a 2007 study by James Oldroyd, PhD Professor Sloan School of Management at MIT and David Elkington of InsideSales.com that I think is worth looking at.
Read MoreI once had a telemarketer keep me on the phone for over a minute. My usual average was less than 15 seconds, depending on how long it took them to take a breath. I’m polite because I like to hear their approaches. He asked me a key question; “Was I earning 20+% on my investments?” I said, no.
Read MoreI once owned a partnership in the Sheila Yeates; a gaff-rigged topsail ketch. She was a beautiful ship, 48 feet on the water line and 65 feet overall, built in Lunenburg, Nova Scotia, and launched in 1976. The Sheila Yeats sank in the north Atlantic in 1989.
Read MoreMars curiosity will be landing one way or the other August 5th. Will you have seven minutes of terror, or will you know your prospects are watching your whiteboard before the video is over?
Read MoreIn a recent post, People Don’t Read…What Are You Going to Do About It? I advocated the use of video to get your messages across. But by extension, if no one watches your video, you’re still stuck. Try this White Board Video technique next time. They won’t be able to look away.
Read MoreHope is a projection of our past fears or regrets onto the future with the expectation of a better outcome. It is characteristically human. The ability to imagine different future outcomes has elevated the human species and driven us to our current position on the food chain. Successful marketers and sales people need to ask, “What is the ‘hope’ driving my prospect, and how can I help them achieve it?”
Read MoreClarity is your most powerful tool in sales and marketing. It confers sincerity, and sincerity, along with competence, builds trust.
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