Arguing with Reality in Business
Arguing with reality in business is a huge waste of time. If you've got clients who are in that head space where they're sort of scared, they're not quite sure
Category
Building relationships
Disrupting Sales Relationships
Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and if you've got an arsenal of
Improve Results by Sequencing Your Communication
In today's episode in our professional profile series, David Blaise and Bianca Istvan discuss business growth strategies designed to improve results, including sequencing your communication with Carlos Mestas, CEO of
The Power of Storytelling to Increase Sales
If our storytelling allows us to build trust, build credibility, build a bond, and increase sales, then we're telling the right stories. If it's just designed to be manipulative, then
Fix Your Messaging: Improve Business Communication with the TBDs
To fix your messaging and improve business communication with the TBDs, consider this... If nothing that you convey in your communication, instills any sort of belief in the other person
Building & Strengthening Client Relationships
Building and strengthening client relationships is critical. Some people feel like they can get more attention from a salesperson calling than they get at home because maybe they feel like
When Prospects Don’t Respond
When prospects don't respond, think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is reaching out to
How to Maximize Trade Show Revenue
To maximize trade show revenue, switch the mindset from, "I'm here to meet people and give away stuff" to "I'm here to collect leads." This changes the entire dynamic. When
Uncovering Customer Needs in Sales
Uncovering customer needs is critical. Essentially, Maslow's hierarchy of needs implies that when one need is satisfied, another one is likely to pop up. Once I've got this satisfied, then