In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]
How To Spend More Time With Your Clients Your top people aren’t spending enough time with customers. I was reading a report on activities that professionals can outsource to assistants. Included in that list were activities such as: Reports for clients Correspondence with clients Time Tracking Billing preparation Internal database updates Monitoring workflow Advising clients of […]
LinkedIn, Sales Prospecting and Being Open to a Better Future This week I was planning on covering two inter-related issues: loyalty to your providers and keeping up with changes in thinking that may help your business thrive in the future. It sat in my drafts for a few days and then I received a LinkedIn invitation […]
The Cold Call Is Alive and Well Want to get things started at your next business development meeting? Bring up the words “Cold Calling” and step back. Maybe duck for cover too.
You Don’t Fix Your Way to Growth Great long-distance digital conversation this morning. (Well, as great as exchanging a massive amount of emails in a short time can be. . .) The subject? Fixes and Growth.
Competing Against the Endless Aisle that is Amazon.com Do you have a thought leader that you follow on a regular basis? I have one that I consider a “stealth” thought guy. His name is Harry Joiner
“Find-Hate-Lose-Repeat” Will Kill You Eventually – Job Search Advice from Hugh McLeod Catching up with my favorite business card cartoonist, Hugh McLeod at Gaping Void, when the above cartoon jumped out at me. A few weeks ago I spent some time on navigating the Phantom Job Market and how jobs are created. Basically, it all […]
SEO Search Optimization This topic is popular in my neighborhood and I’m not sure if it’s because I’m in online marketing mode or because everyone is getting into online marketing mode. It’s been said that opinions are like assholes because everyone’s got one, but that’s not going to stop me from spitting out some thoughts. […]
Using LinkedIn for Sales Prospecting Sometimes I’m my own worst enemy. Random comments turn into “Lunch and Learns” which sound simple enough, but due to a combination of procrastination and fear turn into complicated adventures. So it is with LinkedIn and Sales Prospecting. In a rant I said something along the lines of “Your people […]
New Years Resolutions – Best Year Ever Years ago I made the resolution to have my best year ever. Actually, I do that every year but back in my infoUSA days was the first time I really meant it. I used to get a paper newsletter from Art Sobczak – the TeleSales guru and scratch […]
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A short note every Friday afternoon with tips on getting more done in less time. . .next week.
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