The Law of Accelerating Revenuability

“I want my business to grow.” This is the standard mantra of business owners and executives all over the world. The trouble is that if your business is growing you’re doing things wrong! Since our childhood indoctrination into public education, which had to be standardized to work for every type and ability of learning, we have…

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Why Ignorance is a Required Skill for Success

If you want to be really good at business you have to be really ignorant. No, that was not a mistype. To be really good at business you have to be really ignorant. Being ignorant is a learned skill of successful people. There are two particular ways that being ignorant helps us in business. Version…

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“Features and Benefits” Will Always FAIL Unless You Add This

When you hear “Features and Benefits” you instantly know what it means. It’s been drilled into your head. It’s Sales & Marketing 101: Name FEATURES and Sell BENEFITS. It’s the standard. It’s the mantra. It’s the rule. It’s incomplete! It’s the first two legs of a three legged stool! “So what’s missing?” You ask. Well,…

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This ONE QUESTION Will Geometrically Grow Your Lead and Sales Levels

It’s pretty simple math. If you want more abundant sales, you need more buy-ready leads. If you want more buy-ready leads, you need effective messages that engage prospects AND make them respond. Abundant Sales = Buy-Ready Leads = Effective Messages It’s the ‘effective message’ piece where things usually get screwed up. I should know, I…

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Why Your Prospects DON’T want to Save Time, Money or Energy and Hate When You Offer Them That!

Is a big selling feature or your product or service how it will save the client time and/or money and/or energy? Do you believe in the “value” of these claims so much that you love using them as your “value proposition?” Do you wonder why, since “everyone wants to save time, money and energy,” it’s…

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The Sauna, The Rockstar and The Secret to Success

We all have little pleasures. One of the things I look forward to is hitting the sauna after I workout at my gym. It feels like a small victory. And truth be told, there is something about a good sweat that often inspires great ideas for my businesses and my clients’ businesses. You should try…

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How to Destroy a New Linkedin Connection

The entire purpose of Linkedin is to connect with other people to – in some way, shape or form – grow your business. So it is a normal, everyday occurrence to request connections with new people. Some folks do this well. Some do it okay. And some just suck! Here is an example of suckage:…

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99 Reasons to Stop Using an Elevator Pitch and Do this instead

Every salesperson is told they must have a powerful elevator pitch if they are going to make an impact with a prospect. The idea that “you only have 30 seconds to interest them” is drilled into salespeople as gospel. To that end every salesperson spends vast amounts of time creating, tweaking and perfecting in search…

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“Differentiation” is a Joke. If You’re Serious, do This Instead.

On a regular basis folks call me to inquire if I can help them with their business (Sales, Marketing, Lead Gen, etc). And one of the pivotal questions I ask during these qualification calls is: “So why you?” or “So why your product/service?” And almost invariably they will say something like this: “What makes us…

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Problems Beat Solutions in Lead Generation

Today I saw an “expert” throwing around that old adage about “People don’t buy features. They buy benefits.” Though that is a nice idea, I must politely disagree, because it will kill your lead generation efforts. As I tell all my clients “People’s biggest problem is that they don’t know what their biggest problem is.”…

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