What is it? – It’s the 30-second value-proposition that creates a suspicion-of-value in the mind of the person with whom you’re talking. It creates enough curiosity that they ask to know more. Once a person has asked for more information you’ve progressed from a pitch to...
VISABILITY – Being seen in the right way, by the right people, at the right time....
This is a departure from The Five Abilities® but it’s very important to all of us. You can help homeless families have a warm holiday by buying children’s music....
…too many have a view that is too narrow to properly apply to the speed and mobility of business and business leaders of today....
Company leaders strive to create positive noise about their offering. They strive to be the topic of positive conversations. They want to create “buzz” for their company and offerings, resulting in heightened visibility and credibility. It’s a bonus when we get to sell for the...
The Pareto principle, or 80/20 rule, is well-known throughout many professions. It states that about 80 percent of the results come from 20 percent of the effort. This principle applies to sales in the area of opportunity management – 80 percent of our sales comes...
You’ve successfully delivered your 30-second value proposition. Your customer has a suspicion of value and they’ve asked to know more. It didn’t happen in a formal meeting – of course. It happened at a tradeshow, a social event, a meeting on another topic, or a...
