Your Cost; Their Value: Which is Greater?
When I suggested to a client that he GIVE away some of his proprietary content to prospects, he suggested a branded pen. Which would the prospect VALUE more?
2014
Can You Build a Successful Partner Engagement Process?
We got several notes asking if I have a partner engagement process I use evaluate and engage great potential partners. I use a partner engagement process to help me build successful partnerships and alliances with many of the world’s most innovative organizations. For a partnership to succeed, it must engage both…
Your Value Proposition: They Give You 20 Minutes, You Give Them…?
On June 11, Market Leadership Journal will be hosting a webinar called Your Foot in the Door. The topic will be on how to get your foot in the door of prospective clients (i.e. to engage) where you otherwise do not have a connection or previous relationship. When I teach…
When Meeting for Coffee, Be Sure to Have a Cup.
If you do one-to-one meetings over coffee, be sure to patronize the places in which you are meeting for business. They have a business to run too!
Can Entrepreneurs Begin Building Stronger Partnerships?
Over 80% of Fortune 1000 companies have key partnerships to help them grow faster. However, over 50% are unsatisfied with their business partnerships. How can entrepreneurs create breakthrough partnerships from the beginning of the relationship?
Will the Real Decision Maker Please Stand Up?
I remember a while back when I was having coffee with a business colleague here in Columbus, Ohio. He was sharing with me some of his experiences working with one of the larger employers here in Central Ohio (we have many of them). While he had many positive things to…
How Do You Build an Extraordinary Sales Career Today?
How do you take your business to the next level? What skills are critical for your business to become a market leader in today’s changing market? As a regular reader of Market Leadership Journal, you know how important we think it is for you to be able to prospect and…
The Three Ps of LinkedIn’s Power
I recently asked a LinkedIn expert’s opinion on the top three mistakes people make on LinkedIn. His response: “It comes down to three Ps: Profile, People and Participation.”
If You’re a Producer, You’re an Artist
We all have barriers to overcome whenever we are striving to reach any worthy goal. In my book Prospect & Flourish, I outline five basic barriers to successful prospecting. They are: Not understanding the value of what you bring to others Fear of rejection Laziness Not knowing what to do…
How Can Entrepreneurs Hire Their Next Great Team Member?
I went to the Greater Cleveland Middle-Market Forum last Friday and had several fascinating conversations with many great entrepreneurs about what their biggest challenge is in getting their business to the next level. The number one concern for them is how to hire the right people to keep growing the…