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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
March 2021
23:
Managing Client Expectations: A Guide For Agencies
March 2021
22:
Managing Client Expectations: A Guide For Agencies
March 2021
17:
Podcast: What's Hindering Your Agency's Growth?
March 2021
16:
Theory of Constraints: What's Hindering Growth In Your Agency
March 2021
16:
A Unified Theory of Business Development Strategy (2021)
March 2021
16:
Value-Based Pricing: Is It Right For You?
March 2021
09:
15 Negotiation Strategies For Your Next Deal
March 2021
03:
A Unified Theory of Business Development Strategy (2021)
February 2021
23:
Low Volume, High Conversion Cold Email with Brad Smith
February 2021
23:
Value-Based Pricing: Is It Right For You?
February 2021
16:
Changing Your Perspective on Sales with Mike Simmons of Catalyst Sale
February 2021
09:
The Future of Field Sales with Badger Maps CEO Steve Benson
February 2021
03:
Virtual Selling Research with Dave Shaby of RAIN Group
January 2021
28:
Selling With Video Emails Is Just Humane with Ethan Beute
December 2020
07:
Changelog: The Sales Sprint
November 2020
25:
Why I Stopped Selling and Started Serving
November 2020
20:
Optimize Your Sales Process: How Chris Went From Sales Confused to Confident In 60 Days
November 2020
11:
How to Create the Perfect Sales Deck
November 2020
03:
7 Reasons Why You Need Sales Skills to Sell Your Expertise
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
October 2020
06:
Good Company Culture: Your Cheat Code to Profitability
October 2020
02:
How Firms Grow: How 53 Professional Services Firms Generate Leads
October 2020
01:
Jeff Bajorek: When It Goes Sideways, Focus on the Process
September 2020
30:
David C. Baker on Understanding and Using Your Leverage in Advisory Work
September 2020
29:
Marie Poulin on Productized Services with Notion
September 2020
28:
Your Business Scorecard Is Your Greatest Strategic Advantage
September 2020
27:
Serve More Weekly #3 - Deadpool Teaches Marketing
September 2020
25:
Drive Inbound Leads Using Outbound Sales
September 2020
24:
How to Write More Without a Content Marketing Plan
September 2020
23:
Jonathan Stark on How to Make More Money Without Working More Hours
September 2020
22:
Employee Success: How to Make Your Next Hire Successful
September 2020
21:
How to Find RFPs Online and Win Them, with Rob Williams
September 2020
16:
Cold Prospecting Emails That Actually Work with Jack Reamer
September 2020
15:
Serve More Weekly #2 - Hope Isn't a Strategy
September 2020
15:
Sales Call Planning: Agendas, Templates, and Types of Sales Calls
September 2020
08:
Virtual Selling with Jeb Blount
September 2020
07:
Serve More Weekly #1 - Ugly Dogs and Positioning
September 2020
07:
Positioning Strategy: How to Stand Out, Drive Referrals, and Be More Profitable
September 2020
01:
Negotiation Plan Strategy with Jeb Blount
August 2020
06:
Buying Signals That a Prospect Is Ready to Buy - Or Not
August 2020
05:
When and How to Bring Decision Makers Into the Sale
August 2020
04:
Qualifying Questions to Conduct a Perfect Sales Call
July 2020
28:
The Formula For Cold Email Outreach with Kevin Dorsey
July 2020
15:
What Joke Writing Can Teach You About Sales with Jon Selig
July 2020
13:
How to Get Interviewed on a Podcast
July 2020
01:
Go For No With Andrea Waltz
June 2020
24:
The Truth About Emotional Sales and Empathy
June 2020
17:
8 Steps to Winning Sales Presentations with Brian Burkhart
June 2020
11:
Why Marketing Is Critical to Outbound Sales with Tony Lenhart
June 2020
10:
Sales Fundamentals: 4 Steps to Dramatic Improvement
June 2020
04:
Radical Transparency In Negotiation with Todd Caponi
May 2020
27:
Value Planning For Better Sales Calls with Andy Paul
May 2020
21:
The Ideal Sales Process For Professional Services Firms
May 2020
21:
The SDS Method: A Repeatable Sales Process Anyone Can Follow
May 2020
17:
Value-Based Selling: The Ultimate Guide to What It Is and How to Do It
May 2020
14:
How to Sell During the Crisis with Jake Dunlap of Skaled Consulting
May 2020
07:
A Smarter Approach to Sales Hiring with Sales Recruiter Amy Volas
May 2020
05:
How to Build Authority In Your Market
April 2020
30:
How to Set Next Steps at Every Meeting with Mark Fershteyn of Recapped
April 2020
28:
Storytelling In Sales to Make Your Pitch Stick
April 2020
22:
How Professional Services Buyers Buy with Hinge Marketing's Lee Frederiksen
April 2020
21:
Sales Presentations: How to Make Them More Effective Based On How People Learn
April 2020
16:
The Truth About Motivation with Justin Welsh
April 2020
14:
Sales Motivation Principles That Actually Work
April 2020
09:
Outbound Prospecting In a Crisis with Jason Bay of Blissful Prospecting
April 2020
07:
Remote Selling: The Sales Process for Selling Remotely
April 2020
06:
To Negotiate, Or Not to Negotiate
April 2020
01:
Remote Selling: Video Selling and Building Trust Online
March 2020
30:
Ideas For Replacing Conferences (and Other Offline Marketing) With Online Marketing
March 2020
25:
Remote Selling: Making the Fast Transition From In-Person to Online Selling
March 2020
18:
(Rebroadcast) - Sales Training, Part 4: Value Based Selling Done Right
March 2020
18:
Remote Selling: How to Transition From In-Person to Online Selling
March 2020
12:
[SDS] The sales habits advantage
March 2020
11:
(Rebroadcast) - Sales Training, Part 2: Finding the Pain
March 2020
05:
[SDS] Be the comedian
March 2020
04:
Sales AI: Tools You Can Use It Right Now
February 2020
27:
[SDS] Systems thinking
February 2020
26:
Sales AI: Will AI tools take over sales jobs?
February 2020
25:
[SDS] Where the sales lessons at?
February 2020
24:
Why Inbound and Outbound Are Oh So Very Different
February 2020
21:
[SDS] Follow the red folder
February 2020
20:
Sales AI: Is the revolution coming?
February 2020
19:
[SDS] The Evil Gap
February 2020
18:
[SDS] Inside the Actor's Studio
February 2020
17:
[SDS] Pyramid of Sales Improvement
February 2020
14:
[SDS] Steep call curve
February 2020
13:
[SDS] Hawaiian timeshare sale
February 2020
12:
Pain Points: Do Buyers Respond More to Pain Or Gain?
February 2020
11:
[SDS] Surprises are a firm maybe
February 2020
10:
[SDS] Curing my whale pain
February 2020
05:
Do Sales Personality Tests Actually Predict Anything?
January 2020
31:
[SDS] Sales medium is the message
January 2020
30:
[SDS] On seeking permission...
January 2020
29:
Using a Cold Email Email Campaign to Monetize This Podcast
January 2020
28:
[SDS] Bad dog, Mojo
January 2020
27:
[SDS] Let's get gigabit
January 2020
24:
[SDS] Reader mailbag #1
January 2020
23:
[SDS] Breakfast cereal and KFC
January 2020
22:
Selling Services v. Products: What’s the Difference?
January 2020
21:
[SDS] Let's not fight, okay?
January 2020
20:
[SDS] What's in an R?
January 2020
17:
[SDS] Change management & sales
January 2020
16:
[SDS] Risk at the brothel
January 2020
15:
Buyer Insights: Deep Mahajan On How Trust Is Built
January 2020
14:
[SDS] 1 hour rug meeting
January 2020
13:
IKEA bookshelves & your process
January 2020
13:
[SDS] Plan v. results
January 2020
10:
Cold Email Prospecting: Prospecting Is Real Work
January 2020
09:
Cold Email Targeting: Finding the Right People to Target
January 2020
08:
Buyer Insights: Bill Ball on Finding the Gaps
January 2020
01:
How Enterprise Clients Buy, feat. Ariel Yoffie (former IBM)
January 2020
01:
How Enterprise Clients Buy: A Roadmap From a Former IBM Employee
December 2019
25:
Sales Meetings: Successfully Ending Your Sales Meetings
December 2019
17:
#SalesMeetings: How to Run a Great Meeting
December 2019
10:
#SalesMeetings: What to Do Before Every Meeting to Make It a Success
December 2019
03:
#SalesMeetings: Why Bad Meetings Are Killing Your Numbers
November 2019
26:
#SellersBecomeMarketers - Sales Automation Like a Marketer
November 2019
19:
#SellersBecomeMarketers - How Content Is Shared (Inside Companies)
November 2019
12:
#SellersBecomeMarketers - Content Marketing For Sales Teams
November 2019
05:
#SellersBecomeMarketers - Product Differentiation: Why Different Is Better Than Best
October 2019
30:
#SellersBecomeMarketers - Being a Mind Reader with Sales Copy
October 2019
23:
#SellersBecomeMarketers - Sales Skills We Learn From Marketers
October 2019
16:
#SalesQuestions - Why is now the right time?
October 2019
09:
#SalesQuestions - Who else is this affecting?
October 2019
02:
#SalesQuestions - What have you done to fix it?
September 2019
25:
#SalesQuestions - When did you notice this was a problem?
September 2019
18:
#SalesQuestions - How long has this been happening?
September 2019
11:
#SalesQuestions - What’s going on?
September 2019
03:
Building a Personal Brand (Part 3)
August 2019
28:
Building a Personal Brand (Part 2)
August 2019
20:
Building a Personal Brand (Part 1)
August 2019
14:
How to Make Sales Training Stick
August 2019
09:
How To Get Lucky, Or That Time Someone Took A Chance On Me
August 2019
07:
Sales Negotiation 101
July 2019
31:
How to Be More Creative: Imposing Constraints to Free Up Your Creativity
July 2019
30:
Addressing Objections and Talking Money
July 2019
29:
How to Build an Unstoppable Sales Strategy
July 2019
24:
Sales Account Planning For Complex Sales
July 2019
18:
The Best Sales Books (and Non-Sales Books) You Can Read Right Now
July 2019
17:
Creating Winning Sales Proposals
July 2019
12:
The Hidden Cost Of Oversimplification
July 2019
10:
Value Based Selling Done Right
July 2019
03:
Sales Training, Part 3: Establishing Goals With Your Client
June 2019
26:
Finding the Pain, and How Deep It Is
June 2019
19:
The Sales Process You Need to Win Big Clients
June 2019
12:
9 Ways to Lose Your Client's Trust
June 2019
06:
The American Discount
June 2019
06:
How to Make Remote Training Engaging (and Enjoyable)
June 2019
05:
How to Gain Trust In Sales
May 2019
29:
Using Outbound While Still Being Human with Kevin Warner of Leadium
May 2019
22:
The Best Closing Technique (Is Better Investigation)
May 2019
15:
The Future of Sales Content with Hubspot CMO Kipp Bodnar
May 2019
13:
Communication for Quiet Leaders with Tom Yorton
May 2019
08:
The Escalating Cost of Cold Email with Forster Perelsztejn of Prospect.io
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
24:
Price Anchoring How It Takes the Pain Out of High Prices
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
17:
Lead Qualification Using AI with Francis Brero of MadKudu
April 2019
14:
The Service Business, B&B Edition
April 2019
10:
Managing Remote Sales Teams with Derek Rahn of Lead Genius
April 2019
08:
Lead Qualification Process That’s Automatic, with Tom Miller
April 2019
03:
(Rebroadcast) Expanding and Derisking a Large Account
April 2019
01:
Conference Networking Tips with Andy Storch
March 2019
27:
Order Takers in Sales, and How to Not Be One
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
20:
Buying Decision Making Process and 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
05:
Sales Tech You Need For a Minimum Viable Sales Stack (MVS)
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
27:
Sales KPIs for Consulting Sales
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
20:
Sales Process – How to Create Your Own
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
13:
Losing Clients and Building Resilience
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
07:
How to Build Authority as an Expert In Your Market
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
31:
Service Differentiation and Intellectual Property with Sean Flaherty of ITX
January 2019
30:
Conversations need endings, too
January 2019
29:
Can You Change a Stubborn Person’s Mind?
January 2019
24:
How to Apply Search Marketing to Your Business with Dan Shure
January 2019
22:
Personality for Sales, and How to Improve Yours
January 2019
17:
Grow Your Business Through Referral Marketing with Dan Golden of Be Found Online
January 2019
15:
Overcoming Objections, and the Real Meaning of “No”
January 2019
10:
B2B Content Marketing Strategy to Grow Your Agency with Benji Hyam
January 2019
08:
Demonstrating Sales Leadership to Your Client
January 2019
04:
Optimizing Your Clutch.co Listing with Ryan Stevens (Part 2 of 2)
January 2019
03:
Driving Leads and Traffic to Your Agency Using Clutch.co with Ryan Stevens (Part 1 of 2)
December 2018
31:
[Rebroadcast] Sales Tactics to Scale Beyond Referrals
December 2018
27:
[Rebroadcast] Sales Questions to Ask in Discovery
December 2018
24:
[Rebroadcast] Serve Don't Sell
December 2018
21:
Automating Your Business to Help Scale with Greg Hickman (Part 2 of 2)
December 2018
20:
From Agency to Productized Service with Greg Hickman (Part 1 of 2)
December 2018
18:
Advanced Sell Phones
December 2018
17:
Social Selling with LinkedIn, Part 1
December 2018
13:
Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 2 of 2)
December 2018
12:
Using Trade Shows to Acquire Clients and Scale Up an Agency with Chris Martinez (Part 1 of 2)
December 2018
10:
Expanding and Derisking a Large Account
December 2018
07:
How to Delegate Work In Your Agency with Karl Sakas (Part 2 of 2)
December 2018
06:
How to Delegate Work In Your Agency with Karl Sakas (Part 1 of 2)
December 2018
02:
Buying Behavior – What You Need to Know to Sell More Effectively
November 2018
30:
Podcast Marketing for Agency Growth with Ben Shapiro (Part 2)
November 2018
29:
Digital Overload
November 2018
29:
Podcast Marketing for Agency Growth with Ben Shapiro (Part 1)
November 2018
26:
Sales Mindset – How to Think About Selling as a Service Provider
November 2018
25:
The Long Dry Spell
November 2018
19:
Gratitude in Sales? And Happy Thanksgiving!
November 2018
16:
Building a Personal Brand While Running an Agency with Matt Inglot (Part 2 of 2)
November 2018
15:
Technology as a Differentiator For Your Agency with Matt Inglot (Part 1 of 2)
November 2018
12:
Sales Cycle – Should You Push It Forward, or Stay Patient?
November 2018
09:
Telling Your Brand Story to Boost Sales with Raj Nathan aka “The Startup Hypeman” (Part 2 of 2)
November 2018
08:
Telling Your Brand Story to Boost Sales with Raj Nathan aka “The Startup Hypeman” (Part 1 of 2)
November 2018
05:
Outsourcing, Podcasting, and Cold Email, Oh MY! (November Update)
November 2018
02:
Cold Email and Productizing Your Service Offering with Jason Bay of Blissful Prospecting (Part 2 of 2)
November 2018
01:
Cold Email and Outbound Marketing with Jason Bay of Blissful Prospecting (Part 1 of 2)
October 2018
29:
Inbound v. Outbound Marketing – How to Choose the Right Mix
October 2018
26:
Growing an Ecommerce Agency with Ben Chafetz (Part 2 of 2)
October 2018
25:
Growing an Ecommerce Agency with Ben Chafetz (Part 1 of 2)
October 2018
22:
Scale Agency Sales Beyond the Referral
October 2018
19:
How to Create a Simple Consulting Website with Jared Gold (Part 2 of 2)
October 2018
17:
The Liston.io Monthly Review – Semptember 2018
October 2018
16:
How Many Options To Include In Your Consulting Proposal?
October 2018
15:
How to Create a Simple Consulting Website with Jared Gold (Part 1 of 2)
October 2018
15:
Do you need more leads, or better selling skills?
October 2018
12:
Start a Podcast for Content Marketing to Grow Your Agency
October 2018
12:
Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 2)
October 2018
11:
Cold Email Outreach Excellence with Jon Buchan of Charm Offensive (Part 1)
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
08:
Start a Podcast as Content Marketing for Your Consulting Biz
October 2018
05:
Digital Marketing Agency Growth with Brent Weaver
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
October 2018
01:
Podcast Promotion, Personal Growth, Vacation, and Being Lazy – Monthly Monday October 2018 Update
September 2018
28:
How Your Website Should Help Your Selling
September 2018
12:
Why Service Providers Need a Podcast with Simon Thompson
September 2018
05:
Promoting Your Content With Ben Dell
September 2018
03:
Monthly Update, September 2018
August 2018
29:
How Many Options to Include In Your Proposal
August 2018
22:
LinkedIn Prospecting For the Win with Jake Jorgovan
August 2018
16:
How to do a Sales Proposal Presentation, and Why You Shouldn’t Email It
August 2018
15:
When to Write a Consulting Proposal
August 2018
08:
Why Hourly Billing Could Be Killing You with Jonathan Stark
August 2018
06:
Monthly Update, August 2018
August 2018
05:
Sales Mindset Tips For Professional Services: Serve, Don’t Sell
August 2018
01:
Qualifying Prospects – How much, and how to?
July 2018
25:
How to Get More Referrals with Steve Gordon
July 2018
18:
The Consultant’s Conundrum
July 2018
11:
Margo Aaron Interviews Me
July 2018
10:
Beyond the Dollar
June 2018
30:
The Scaling Problem
June 2018
28:
Welcome to The Liston.io Show
June 2018
28:
Serve, Don’t Sell
June 2018
28:
Creating a $1M Book on Pricing to Leverage Consulting Expertise with Blair Enns
June 2018
28:
The Power of Questions In Discovery
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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