Recently, a client sent me an email with the title of this blog posting in it. He was decrying the problem of another vendor who was not responsive, and who was only giving "good" service. I've certainly read that other great book, Jim Collins' Good to Great, which speaks to [More]
If you put your mind to it, you can do anything. How many times did you hear this from your mother, father, or favorite aunt or uncle? If you're like most people, you've heard this expression many times -- when you were growing up. (As an aside, how many times [More]
Sales managers use an interesting description for their salespeople: they are either farmers or hunters. Farmers sell more by cultivating existing relationships, while hunters sell more by developing completely new ones. Most people don't think of themselves as salespeople, but in truth, everyone has at least one thing to sell: [More]
When was the last time you read a good book? Or rather, when was the last time you read a good book that was good for you? No, not a trash novel, or even one that is mildly entertaining. What is a good book? It is one that moves you [More]
What goes through your mind when you get an unsolicited call from someone you met at an event several years ago? Typically, they ask you for something: an informational interview, a sales pitch, or perhaps an introduction to a third party. You think: Who is this person? Why are they [More]
Creativity can help you solve some of the most difficult problems, which is why it is why it is valued so highly by clients (and your employer). Yet why are some people seemingly so creative, and others aren't? Creativity in business is something that you can develop through practice with [More]
Thinking about the joys of winter? Who enjoys the extreme cold, the slush, the transit delays, and the extra bother of winter clothing? On the other hand, the summer has its problems too: broken air conditioners (if you have one, that is), sunburn, mosquitoes, lawn maintenance, and fitting into that [More]
What starts you on your path - and what prevents you from taking that first step? While there are many contributing factors, consider this concept: you don't start a bonfire; you light a spark. Those who are so focused on lighting the bonfire often give up. The enormity of the [More]
How many people remember the concept of "customer first"? Recently I had an experience where this lesson was absolutely forgotten. I had done my homework beforehand, and had gone to the retail outlet to make a multi-thousand-dollar purchase. There were three clerks on duty, and not another customer in sight. [More]
The essence of just about any job - or any type of business development - is reaching out to connect with other people. Yet one obstacle typically gets in the way: making that very first call. It shouldn't be an obstacle, but it is uncomfortable. And we tend to avoid [More]
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