You Can’t Sell If No One Is Listening
Stop kidding yourself. If you're not actively in front of buyers—whether existing ones, past ones, or new ones—you're not going to build your business. No amount of blogging, newsletters, software updates, association meetings, or home study is going to change
Make It Worth While to Get There
It's more than ironic that so many consultants spend time and energy trying to save $2,500 on a plane ticket and hardly focus at all on how they can provide additional value to obtain another $25,000 in their proposals.
No One Catches Every Pass
Penn State's football team remained undefeated yesterday when, in the final seconds, a Michigan State receiver dropped a touchdown pass. His teammates consoled him and rallied around him. It's only a damn game. You need to "rally" when you don't make
Note to Candidates: Free Is Never Free (TINSTAAFL)
What the Democratic candidates are having trouble with is the "If
Extremes
Almost anything taken to an extreme is bad. Barry Goldwater proclaimed something like "extremism in the defense of liberty is no sin," and proceeded to get trounced in the presidential election. It's one thing to influence, another to proselytize. Similarly, self-awareness
Out of the Herd
You will not stand out in a crowed by talking and acting like everyone else. Step outside and be different. Disruption is not something you should be prepared to face, it's something you should create.
Is Someone Following Me?
When you believe the people who don't agree with you are engaged in some kind of mass conspiracy, you're not mistaken. You're paranoid.
Checkmate
The buyer's office is not an arena. There are no gladiators, no lions. It's a chess match. Just try to think a few moves ahead.
You Can’t Have It Both Ways
I've found that those people who complain most loudly that they don't have enough support, need assertional resources, and are asked to do too much, are the same who are resistant to change when the support and resources are improved
Neither the Stage Nor the Book Equals Expertise
I've often pointed out that neither writing a book nor speaking on stage makes anyone an "expert." They're simply a writer or speaker. However, if they present challenging IP (intellectual property), innovative ideas, pragmatic techniques, and challenge your current thinking,
