by Lance Godard | Sep 20, 2016 | Content & Communications
It’s easy to forget that listening is precisely what makes communication possible, writes Eric Fletcher in This Is Where Communication Begins. Because we want most of all to be heard, to deliver our message. That’s not communicating, though. That’s delivering a...
by Lance Godard | Sep 19, 2016 | Advice
Maybe we’ve been going about this all wrong, writes Eric Dewey in 7 Reasons Networking is Dead … or should be. Maybe we shouldn’t be focused on networking, but rather on connecting: “Networking is very [What’s In It For Me?]. If you’ve ever been on the...
by Lance Godard | Sep 16, 2016 | Advice
If practice doesn’t make perfect, it certainly makes your pitch focused, efficient, and memorable. More importantly, writes Andrew Murray-Brown in Nailing the Fundamentals: The Value of Rehearsing, practicing before a client meeting can mean the difference between...
by Lance Godard | Sep 15, 2016 | Content & Communications
Sophisticated buyers of products and services can generally determine whether to read an article – whether or not it will provide them value – before they invest their time (and possibly money). So why do so many of those smart buyers become irrational sellers when...
by Lance Godard | Sep 14, 2016 | Planning & Strategy
There’s nothing particular easy about cross-selling, writes Jim Hassett in Cross-selling Strategies: Cultivating New Business from Current Clients. It takes work, a client’s perspective, and above all a new attitude: “Cross-selling should not be approached as a way to...
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