Find Your Gift

What is your gift? I bet that’s a question you haven’t asked yourself in a while…or at all. You should have an answer. Most people don’t. That is not to say that people don’t have a gift. They do; they just haven’t defined it. In business development and sales, I always say that people buy […]

making a first impression

First Impression: Don’t Blow It

We all know the saying, “You only get one chance to make a first impression.” A client of mine experienced that first hand when he was recently promoted. One of his first assignments was to meet an industry “mover and shaker.” This meeting could really open doors…and markets…for him if he handled it well. And […]

Stay with Their Vision

I often talk (and write) about “pain points” and “staying in the pain” with clients. I stress that finding out where a clients’ frustrations may lie or what keeps them up at night is a good way to tailor your recommendations so that you address those core concerns, all the time. But the flip side […]

Getting to the Decision Maker

When proposing…well…anything…it’s critical that you get to the decision maker. While that’s true, don’t rush it! Take your time because you’re ultimately going to need some help. Don’t Jump Over Your Current Contact Tread smartly before you ask to meet Mr./Ms. Big. What I mean is make sure your current contact understands and blesses your […]

Setting Goals Requires a New Mindset

“I never worry about the future, it comes soon enough.” – Albert Einstein I think about this prescient statement often when I am setting goals. Goals should empower you, not burden you. However, do feel like too often it’s the latter rather than the former? The fault may be your own. Set Goals You Can […]

Making It Different in 2019

On my blog, I generally try to give useful tips and insight that will help you improve the way you do business. Let me assure you that I turn that critical eye on myself, too. Especially at the beginning of a new year, I like to assess my own behaviors, tactics, and outcomes to determine […]