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December 2021
08:
The Progressive Overload of Discomfort
December 2021
01:
On the Law of Large Numbers: Sales Lessons from King Richard
November 2021
28:
Providing Proof That You Can Do What You Say You Can
July 2021
07:
How to Prioritize Your Life
May 2021
22:
Listening Skills Checklist: How to Become a Top 1% Listener
April 2021
21:
SDS Book: Introduction
April 2021
16:
Mindfulness In Sales Conversations
April 2021
03:
How to Write an Article Outline (For Thought Leaders)
April 2021
02:
Writing as a Path to Clear Thinking
March 2021
27:
On Near-Fatherhood and Getting Shit Done
March 2021
26:
Growth Implications of Outbound Lead Gen For Agencies
March 2021
25:
My Podcast Setup and Signal Flow
November 2020
01:
The 1Up Effect: Leveling Up Your Business and Life
November 2020
01:
Marc Aarons on Crafting Your Online Course
October 2020
31:
Raj Nathan on Sales Presentations That Don't Suck
October 2020
30:
Productizing Professional Services So They're More Predictable
October 2020
30:
Blair Enns on Pricing Creativity
October 2020
30:
Hillary Weiss on Personal Branding: Start With Nah
October 2020
26:
The Transparency Sale with Todd Caponi
October 2020
25:
Sean D'Souza on Why Customers Buy (and Why They Don't)
October 2020
21:
How to Set Business Boundaries (and Life Boundaries) with Justine Sones
October 2020
21:
5 Copywriting Mistakes to Fix on Your Website
October 2020
18:
How to Persuade Using 3 Hidden Addiction with Tyler Koenig
October 2020
18:
Kelly Waffle On How to Build a Powerful Personal Brand In Any Economy
October 2020
15:
Karl Sakas: Work Less, Earn More: How to Become Increasingly Optional in Your Business
October 2020
14:
SEO Simplified For Firms: A Simplified Approach to SEO by Kai Davis
October 2020
13:
Using the Profit First Method
October 2020
12:
How to Profitably Win New Clients with Google Ads
October 2020
09:
9 Ways to Cure Writer's Block with Margo Aaron
October 2020
08:
Kelly Campbell's New Approach to Business Development
October 2020
06:
Advisory Business Models: 6 Real-Life Examples of Scaling Services Profit
August 2019
09:
How To Get Lucky, Or That Time Someone Took A Chance On Me
July 2019
31:
How to Be More Creative: Imposing Constraints to Free Up Your Creativity
July 2019
12:
The Hidden Cost Of Oversimplification
June 2019
06:
The American Discount
May 2019
13:
Communication for Quiet Leaders with Tom Yorton
May 2019
06:
Brand Purpose For Your Clients and Agency with Betsy Henning of Aha
April 2019
29:
Building Diverse Teams with Elena Christopoulos
April 2019
23:
Podcast on anchoring
April 2019
22:
Heavier than a boat anchor
April 2019
22:
How to Establish Authority with Bob Lalasz
April 2019
18:
Building a Personal Brand While Running a Successful Agency with Kurt Schmidt
April 2019
14:
The Service Business, B&B Edition
April 2019
08:
Lead Qualification Process That’s Automatic, with Tom Miller
April 2019
01:
Conference Networking Tips with Andy Storch
March 2019
26:
Too many choices = bad
March 2019
26:
Using Marketing Events to Establish Authority, with Erin Joy
March 2019
25:
You can’t buy half a car
March 2019
24:
Setting Client Budget Expectations, Part II
March 2019
21:
Beyond order-taking
March 2019
20:
Conference networking tips webinar
March 2019
20:
Selling through influencers
March 2019
18:
I blew that one
March 2019
18:
How to Become a Keynote Speaker with James Taylor
March 2019
18:
The Periodic Recalibration
March 2019
17:
Range of Expected Outcomes, Or Basic Preparation
March 2019
17:
Determining budget w/out asking
March 2019
14:
Ask and ye shall…know?
March 2019
13:
Is it $20 or $600?
March 2019
13:
Building a Thriving Professional Community with Will Bachman
March 2019
12:
Bad (price) signaling
March 2019
11:
The Emotional Side of Being Acquired with Alex McClafferty
March 2019
10:
Now that’s a good cold email
March 2019
07:
How to sell teeth
March 2019
06:
MVS for you, MVP
March 2019
06:
Client Relationship Building Skills with John Doherty of Credo
March 2019
05:
Finding your own buying triggers
March 2019
04:
I pulled the buying trigger
March 2019
04:
SEO Techniques for Consulting Firms with Jeremiah Smith
March 2019
03:
Editorializing your sale
February 2019
28:
Sell more like a reporter
February 2019
27:
Do you have the vision?
February 2019
27:
Winning Pitches With Big Companies, with Robby Berthume
February 2019
26:
The danger of ROI selling
February 2019
25:
SEO For Creative Agencies With Chris Bolton
February 2019
25:
Why categories matter
February 2019
24:
IRL needs follow up
February 2019
21:
Relationships and IRL marketing
February 2019
20:
On becoming a multi-threat
February 2019
20:
Sales Proposals That Win With Reuben Swartz
February 2019
19:
Gridlock on the highway
February 2019
18:
Establish Authority With (Truly) Useful Marketing with Mark O’Brien
February 2019
18:
The partnership challenge
February 2019
17:
You might be the roadblock
February 2019
14:
120? I won’t be doing that
February 2019
13:
Finding the Blue Ocean
February 2019
13:
Agency Culture with Robert Glazer of Acceleration Partners
February 2019
12:
Looking outside your industry
February 2019
11:
Dataset the table
February 2019
11:
Brand Storytelling with Donna Griffit
February 2019
10:
She’s a Baaaaad…water?
February 2019
07:
Blink 182 Drummer’s Networking Advice
February 2019
06:
Theory of sales relativity
February 2019
06:
Why CRM Failures Happen with Jon Lee of Copper
February 2019
06:
Thoughts on Building Authority In Your Market
February 2019
05:
On Finding Your Point of View
February 2019
04:
Creating an Automatic Business with Brad Martineau
February 2019
04:
Content @ square ⓵
February 2019
03:
Hemorrhaging subscribers
January 2019
31:
How to Become an Expert with David C. Baker
January 2019
31:
How to Get Acquired with Nick Ellsmore
January 2019
31:
Follow ups, Part 3
January 2019
30:
Conversations need endings, too
December 2018
18:
Advanced Sell Phones
November 2018
29:
Digital Overload
November 2018
25:
The Long Dry Spell
October 2018
17:
The Liston.io Monthly Review – Semptember 2018
October 2018
16:
How Many Options To Include In Your Consulting Proposal?
October 2018
12:
Start a Podcast for Content Marketing to Grow Your Agency
October 2018
10:
How to do a Sales Proposal Presentation (And Why You Shouldn’t Email It)
October 2018
08:
When to Write a Formal Proposal to Win a New Client
October 2018
04:
How to Qualify Prospective Clients And Waste Less Time With The Wrong Ones
October 2018
04:
The Consultant’s Conundrum: How To Improve Your Active Listening Skills
October 2018
03:
Sales Discovery Process and The Power of Good Questions
August 2018
05:
Sales Mindset Tips For Professional Services: Serve, Don’t Sell
July 2018
10:
Beyond the Dollar
June 2018
30:
The Scaling Problem
June 2018
25:
The Transitive Property of Client Relationships
June 2018
24:
I Fell Off the Wagon
June 2018
19:
The Reason I’m Doing This
June 2018
18:
Does Triple Threat Cut It Anymore?
June 2018
17:
The Idea Sprint
June 2018
16:
I Guess He Didn’t Want to Do My Landscaping
June 2018
15:
Yes, I Love Hip-Hop – What Else Don’t You Know About Me?
June 2018
14:
Selling For the First Time, Again
June 2018
13:
Beyond Wins and Losses
June 2018
12:
Surviving the Flood
June 2018
11:
What I Learned From My First Viral Video
June 2018
10:
Talent Is a Fraction
June 2018
09:
The False High of Winning
June 2018
08:
Frustration As a Sign of Commitment
June 2018
07:
Just Show Up
June 2018
06:
Generalist or Specialist: Pick One
June 2018
05:
Downside of Asking Questions?
June 2018
04:
The Myth of the Introvert In Sales
June 2018
03:
On Sleep
June 2018
02:
The Gigantic Difference Between Better and Best
June 2018
01:
Marketing Partnerships, Frozen Yogurt Edition
May 2018
31:
Adding Accelerant
May 2018
30:
Are you telling stories?
May 2018
29:
Not Persuading, Helping
May 2018
28:
How to Negotiate With Clients on Pricing
May 2018
27:
B2B Video Strategy to Win New Clients
May 2018
26:
The Power of Choice In a Sale
May 2018
25:
The Time to NOT Be a Thought Leader
May 2018
24:
Enacting Tomorrow, Today aka The Story of Tree Planting
May 2018
23:
For the Love of Post-Its and All Their Shortcomings
May 2018
22:
What You Know Is Insightful
May 2018
21:
Why Your Network Isn’t Growing
May 2018
20:
Steve Jobs, The Calligraphy Theory, and Fancy Toys
May 2018
19:
Paul Simon and Specialization
May 2018
18:
Consultative Selling Questions
May 2018
17:
Consultative Selling Books
May 2018
16:
Asymmetrical Risk and The Precautionary Principle
May 2018
16:
Consultative Selling Techniques
May 2018
15:
And That’s the Point of a Process…
May 2018
14:
Consultative Selling Definition: What It Is and Why You Should Do It
May 2018
13:
Listen to Be Heard More
May 2018
12:
Friends or Family
May 2018
11:
Adding Leverage to Your Business
May 2018
09:
Their Pace, Not Yours
May 2018
08:
Using Silence Instead of Filling the Void
May 2018
07:
Listen First, Then Decide
May 2018
06:
Talk Less, Listen More
May 2018
05:
Tired and Recharging
May 2018
03:
It All Goes to Crap Eventually
May 2018
02:
Sales Lessons From Doctors
May 2018
01:
Knowing When to Stop
April 2018
30:
A Time For Writing, and a Time For Editing
April 2018
29:
When You Don’t Feel Like It
April 2018
28:
My Full Time Job
April 2018
27:
The Buyer’s (Guided) Journey
April 2018
26:
That Time I Gave Too Much
April 2018
25:
Running Fast and Breaking Stuff
April 2018
24:
The Value Equation, Part 2
April 2018
23:
What to Do When It’s Busy
April 2018
22:
Change Is Certain, Progress Is Not
April 2018
21:
The Closing Fallacy
April 2018
20:
Stepping Up the Game
April 2018
19:
Sometimes It Works, Sometimes It Doesn’t
April 2018
18:
Active Listening Without the Pressure
April 2018
17:
Referral Fee Agreement: Should You Have One In Your Consulting Business?
April 2018
16:
The Cost of Being Overextended
April 2018
15:
Partnership Marketing Questions, Answered!
April 2018
13:
The Value Equation for Consultants
April 2018
12:
The Case of the Empty Champagne Glass
April 2018
11:
Getting Your Reps
April 2018
11:
Too Complicated, Too Forgettable
April 2018
10:
What’s In the Secret Sauce
April 2018
10:
It Never Hurts to Ask
April 2018
08:
Consulting Referral Program: How to Get Client Referrals By Asking
April 2018
07:
Improve the Plane By Flying It
April 2018
06:
Showing Up and Getting Compound Interest
April 2018
05:
Does practice and repetition matter in sales?
April 2018
04:
Using Automation for Genuine Relationships
April 2018
04:
Decision Time at Rattlesnake Junction
April 2018
03:
Collecting Puzzle Pieces to See the Whole Picture
April 2018
02:
The Wrong Questions
April 2018
01:
The Selling Time Horizon and Sales Cycles
March 2018
31:
The Poison of Superiority
March 2018
30:
Developing Expertise Requires Selling Expertise
March 2018
29:
Experts Aren’t Desperate
March 2018
27:
Breadcrumbs
March 2018
26:
The Q+A Method
March 2018
25:
Selling as a Service?
March 2018
24:
The Long Game
March 2018
23:
Boosting Sales: Actions, Not Outcomes
March 2018
22:
Backward v. Forward
March 2018
21:
The Artist, Not the Tool
March 2018
20:
Placebo Effect vs. The Bargain Bin
March 2018
19:
When to Hike Without a Map
March 2018
19:
Practice Makes Better
March 2018
17:
So…Who Is Involved Again?
March 2018
15:
A Shrinking World?
March 2018
13:
How’s Your Sales Karma?
March 2018
12:
The “Waste of Time” Antidote
March 2018
11:
The Mental Integrity Tax
March 2018
10:
Staying Agile
March 2018
09:
Unsolved Mysteries
March 2018
08:
Consulting Lead Generation: Finding Progress Early
March 2018
07:
Create, Don’t Critique
March 2018
06:
Confidence Alone Isn’t Enough to Succeed
March 2018
05:
Avoid the Fads
March 2018
04:
Well That Backfired…
March 2018
03:
The “It’s Not Working” Narrative
March 2018
02:
Specialist in Delivery, Generalist in Ownership
March 2018
01:
When $100 Is Worth More Than $100
February 2018
28:
I Can’t Confirm Or Deny That
February 2018
27:
Consultants Done In By Dunning-Kruger
February 2018
26:
Heavy as a Boat Anchor
February 2018
25:
Bringing Sales Into the 21st Century
February 2018
24:
Popular, Not Necessarily Good
February 2018
23:
We Practice Our Priorities
February 2018
22:
The Expertise Misconception
February 2018
21:
No Buyer, No Business
February 2018
20:
The Sacred Art of Over-Engineering
February 2018
19:
No Guarantees
February 2018
18:
The Buyer’s Identity
February 2018
17:
What Hip-Hop Can Teach You About Business
February 2018
16:
From Gold to Obscurity
February 2018
15:
The Physical Health of a Business
February 2018
14:
Value, Not Money
February 2018
13:
Inbound vs. Outbound Leads: What’s the Difference?
February 2018
13:
Role Models, Or the Role of Models
February 2018
12:
Post #100 in 100 Days: Why and How I Do It
February 2018
11:
Why People Buy: Part 10, Productivity
February 2018
10:
Why People Buy: Part 9, Social Status
February 2018
09:
Why People Buy: Part 8, Novelty
February 2018
08:
Why People Buy: Part 7, Confidence
February 2018
07:
Why People Buy: Part 6, Reassurance
February 2018
06:
Why People Buy: Part 5, Fixing Problems
February 2018
05:
Why People Buy: Part 4, Possibility
February 2018
04:
Why People Buy: Part 3, Identity
February 2018
03:
Why People Buy: Part 2, Transformation
February 2018
02:
Why People Buy: Part 1, A Better Future
February 2018
01:
The Truth About the Cool Kid in High School
January 2018
31:
How to Make Your Interactions Feel Authentic
January 2018
30:
Why Selling Is a Dirty Word
January 2018
29:
Walking the Line Between Relationships and Time
January 2018
28:
It’s a Process – Where’s Yours Stuck?
January 2018
27:
The Assertive Myth
January 2018
26:
A Non-Scientific Approach to Communication
January 2018
25:
What We Sell
January 2018
24:
Get More Consulting Clients With What You Already Have: The Leftover Strategy
January 2018
24:
Republishing Content Isn’t the Danger You Think It Is
January 2018
23:
Selling the Worldview
January 2018
22:
Surviving the Feedback Gap
January 2018
21:
More Evidence That We’re All Just Figuring It Out
January 2018
20:
Selling Is a Behavior, Not an Identity
January 2018
19:
Your Close Doesn’t Need Work – Everything Else Does
January 2018
18:
Introverts Can Sell, Too
January 2018
17:
High Ticket Business Doesn’t Happen Over Email
January 2018
16:
Can Consultants Be Islands?
January 2018
16:
How to Make Every Sales Conversation Better From the Start
January 2018
15:
What Comedians Can Teach You About Sales
January 2018
14:
They Can’t Buy It If It Doesn’t Exist
January 2018
13:
All Selling Is Deceptive
January 2018
12:
Maybe We Just Don’t Click
January 2018
11:
Give the People What They Want, Or Not
January 2018
10:
The Solo Selling Antidote
January 2018
09:
The Solopreneur Sales Challenge For the World
January 2018
09:
How to Build Authority and An Audience: The Opening Act Strategy
January 2018
08:
The Point of Selling Isn’t to Hear Yourself Talk
January 2018
07:
The Lily Pad Strategy
January 2018
06:
Haters Gonna Hate – It’s a Sign of Success
January 2018
05:
No One Wants What You Have
January 2018
04:
How Super Fans Work
January 2018
03:
The Truth About Growing Demand and Becoming Internet Famous
January 2018
02:
Lies We Tell Ourselves
January 2018
01:
Deciding What to Cut
December 2017
31:
Boring Doesn’t Sell, So Unsuck Your Slides
December 2017
31:
Happy Fresh Start
December 2017
31:
On Gourmet Coffee and Expanding Markets
December 2017
30:
Beating the Competition May Cost Your Creativity
December 2017
29:
PR 2.0: Exposure Sans Excuses
December 2017
28:
How to Identify Ideas That’ll Catch Fire
December 2017
27:
Your Fingerprint is Still Yours
December 2017
26:
Why You’re Almost Certainly Overestimating the Competition
December 2017
25:
The Premature Departure
December 2017
24:
The Case of the $38 Fast-Casual Chicken Dinner
December 2017
23:
A Reminder About Home Runs
December 2017
22:
It’s Not Work Until It Doesn’t Click
December 2017
21:
Shut ‘Em Off
December 2017
20:
Model, Improve, Apply
December 2017
19:
Falling On the Wrong Side of the Perfection Spectrum
December 2017
18:
You’re the Victim When You Overpromise
December 2017
17:
How to Add a Personal Touch They Can Actually Feel
December 2017
16:
The Relationship Richter Scale
December 2017
15:
No Line Between Work and Play
December 2017
14:
No Sense In Waiting
December 2017
13:
I Love You But No, I Won’t Join Your Slack Group
December 2017
12:
The Super Connector Personality Has Outsized Influence
December 2017
11:
The Multiplying Effect of Networks
December 2017
10:
Low Tech, High Impact
December 2017
09:
Relationships Are the Basic Unit of Business
December 2017
08:
What I Learned From Publishing Every Day For a Month
December 2017
06:
The Helping Rule
December 2017
05:
Partnership Marketing Strategies For Growth
December 2017
04:
Limitless Is Worthless
December 2017
03:
How Headliners Choose an Opening Act
December 2017
02:
Stop Building Your Own Audience, Borrow Someone Else’s Instead
December 2017
01:
The Only Thing You Need to Succeed in Business
November 2017
30:
Playing Catch Up
November 2017
29:
Eating Leftovers: Using What You Already Have to Propel Your Business
November 2017
28:
Weight Loss and Dick Pills
November 2017
27:
Blank Wall, Blank Page
November 2017
26:
When to Fire a Client
November 2017
25:
A Guide to Making Hard Decisions
November 2017
24:
How Long Does It Take to Form a New Habit?
November 2017
23:
Doing the Work Without the Perfect Tools
November 2017
22:
Starting With One Day of Gratitude
November 2017
21:
Knowing When to Quit a Project
November 2017
20:
Listen to Your Gut (Even When It’s Hard)
November 2017
19:
The Goldilocks Solution
November 2017
18:
Life on The Entrepreneur’s Rollercoaster
November 2017
17:
Brain or Hands?
November 2017
16:
Strengths v. Weaknesses
November 2017
15:
Ideas Are Cheap (Until They’re Sticky and Spread)
November 2017
13:
The “Just Double It” Time Management Strategy
November 2017
11:
Finding the Fastest Path
November 2017
10:
How Attention Works, and How to Get It
November 2017
09:
Lying Is a Punishable Offense
November 2017
08:
The Wisdom of Single-Purpose Machines
November 2017
07:
Committing For Real
November 2017
07:
Systems Thinking For Your Business, FTW
November 2017
06:
Thinking In Systems
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