As you explore new opportunities to tell your story and engage prospects, do not overlook an opportunity that may be right under your nose: To tell others about what you do, tell them about what you're doing. Read the rest of this entry »

Skyfall, the latest Bond movie is now one of my favorites, with its recurring theme of “timeless traditions.” Is there a business lesson here? Read the rest of this entry »

In a recent survey, B2B marketers indicated that, in 2013, producing enough content would be their biggest challenge, as opposed to producing content that sufficiently engages prospects (the top challenge from the prior year). Could it be that quantity is trumping quality as a driving factor? And how do we keep up the pace without adding to an already noisy media universe? Read the rest of this entry »

The most common sales tool for persistence in reaching new prospects is the phone, which can get old. Here are some other ways to reach out and touch someone. Read the rest of this entry »

In B-to-B sales, we know the importance of being creative in getting our prospect's attention, as long as we don't resort to gimmicks. But what makes a gimmick? Read the rest of this entry »

How many of us procrastinate on something? We all do. But I say that when we procrastinate, we are lying to ourselves. When faced with a task we don't feel like doing (I sometimes even procrastinate things I actually enjoy doing once I get started...what's up with that?) at the moment, we tell ourselves that we will do it tomorrow...or next week...or right after a nap. Read the rest of this entry »

A big obstacle we often face to growing our business is actually running it. Perhaps it is time to stop running and start growing. Read the rest of this entry »