Prospecting Is Like Exercise
The more I learn about the challenges people face when it comes to prospecting, the more I am convinced that it is so much like exercise. Consider these similarities.
2014
Grit and Grace: A Mother’s Day Reflection
I don’t typically write much about holidays, but as we approach Mother’s Day this year, I am beginning to take notice of some qualities that my mother emulated for me that I still benefit from today. These are qualities that I have written about before here on Market Leadership Journal,…
What My Mother Can Teach Us About Selling Today
Why did you become an entrepreneur? Who inspired you to take the biggest risk of your life? How did they convince you that you had something the world wanted? In my case, it was my mother.
The Will to Act: Batman’s Lesson in Courage
Not too long ago, when I probably should have been doing something more productive, I was flipping the channels and came across Batman Begins—the 2005 predecessor to the more recent Dark Knight films. As the movie chronicles Bruce Wayne’s ninja-style training on a remote mountaintop in Asia, I am often struck by the words of Wayne’s mentor, Henri Ducard, played by Liam Neeson:
“Training is nothing! Will is everything!” Ducard tells Wayne as they spar across a frozen lake. “The will to act!”
Ten Ways to Make the Most Out of Trade Shows & Events
One of the most effective ways to prospect for new clients is to participate in trade shows. Here are ten steps to make the most of them.
How Can Entrepreneurs Win in a Talent Driven Business Economy?
Entrepreneurs are again entering a time where talented people have many options as to how they invest their lives. I believe things have shifted to a time where talented people have their choice on where and with whom they work. It reminds me of the late 90s when it was an…
Who Decides Your Value?
One point which I don’t think I have made often enough here is the actual definition of “prospecting.” Prospecting is the continuous activity of exploring for and qualifying new people to meet and talk with concerning your business. This definition applies whether you are seeking new customers or a new employer. Everybody prospects.
Is the New Economy Changing How Your Sales Team Sells?
How has selling changed in the past several years? Has the new economy changed the way you manage and lead your business? For many entrepreneurs, these are crucial questions they must answer to take their business to the next level.
Are You a Wall Flower? Four Tips to Overcome Networking Shyness
How many of us have attended networking meetings, or other types of social/business functions, only to be overcome with shyness—or what I call a “fear to mingle”?
Networking, Newtonian Style: An Introduction to Centers of Influence
To learn about centers of influence, we must really look to physics. You see, when it comes to interpersonal relationships, people are like heavenly bodies.