The Networking Opportunity You’re Missing

In a connected world, opportunities are more about who you know than what you know. Whether it’s a job, making a sale, or finding your next great new hire, you’d be a fool to miss some great opportunities to build your network. With the growth of platforms like LinkedIn, it’s easier than ever to connect […]

How effective is your organization at using good measurement practices?

Our reader poll today asks: How effective is your organization at implementing good measurement practices? Very — we’re rigorous about the measurement methods we use: 8.1% Mostly — sometimes we’re not as effective as we could be: 35.6% Not very — we’re only disciplined when measuring major metrics: 34.1% Not at all — we’re terrible in […]

When you’re not interested in a vendor’s product, how do you handle it?

Our reader poll today asks: When you’re not interested in a vendor’s product or service, how do you handle it? I tell them I’m not interested quickly and directly: 74.0% I continue conversations until they realize there’s not a fit: 4.1% I ignore their calls and emails and hope they disappear: 21.9% Exercise common courtesy. While […]

Should you focus on great technology or a great operation?

Our reader poll today asks: Which is more important: having a great technology to sell or a great operation that sells it? It’s all about the tech. It’ll sell itself. :15.5% Operations and execution is where it’s at.: 84.5% The tech is the easy part. No matter how great your technology is, if you can’t sell […]

Want to succeed as a consultant? Pick the right revenue model

If you want to be a consultant and run your own firm, you need to have a good sense of your revenue model. There are many to choose from. Pick the right one and be very profitable. Pick the wrong one and you’ll be working like a dog for a tiny paycheck. Your revenue model […]

5 Ways to Get Buyers to Tell Stories to Help You Close the Deal

Getting your buyers to tell stories can give you insight into how to sell to them more effectively. Here are five ways to get your buyers to tell you their stories. Today’s post is by Paul Smith, thoughtLEADERS principal and bestselling author of Lead With a Story and  Sell With a Story. Your first objective […]