Blog
Busy Versus Productive: Are You Working From Your Why?
There is a big difference between being busy and being productive. To help frame my article, watch this short video. Busy can feel impressive. It’s a fully booked calendar, a long task list, and a phone that is constantly pinging. Face it, you are always ON! But being...
Succession Planning: Build the Ark Before the Rain Starts Falling
Succession planning, or “success” planning as I like to call it, is a critical leadership responsibility that is too often postponed or flat-out ignored. When things are going well, it doesn’t feel urgent. The team is functioning, things are getting done, people are...
Help Your Clients Close the Deal for You
I was in my client’s boardroom, walking him through a three-part proposal with leadership coaching, personnel assessments, and business development training. He’s a straight shooter and believes in the commitment of a handshake. When he says he’s going to do...
When Your Client Stalls, and You Don’t Know Why
As a gluten-intolerant food lover, I was excited to work on the brand of a company that made my favorite wheat-free Black Forest Cake. It was epic, you couldn’t tell any difference from the typical flour-made indulgence. As I wrapped up my solution presentation of...
Sharing an Impactful Solution Versus a Typical Proposal
“Everyone’s favourite radio station is WIIFM”. I don’t know where that saying originated, but it’s true in most human interactions. The acronym stands for: “What’s in it for me?” If we’ve done our job well as business development professionals in uncovering our...
Know the “Why” Behind Client Needs and Avoid Costly Surprises
The most seasoned sales experts often miss this critical step in the sales process: conducting a deep and thorough discovery before jumping ahead to seal the deal. It uncovers exponential revenue opportunities that lie beneath the surface, key selling factors...
Find Your Ideal Client Matches Faster Through Effective Qualifying
I’m pleased to share this week’s newsletter contribution from Jeret Unger, Associate at Kison Inc. & Growth Through Learning. Jeret’s experience in strategic business development and connective branding brings a grounded perspective to what it means to sell with...
How to Engage Prospects in More Meaningful Ways
I’m pleased to share this week’s newsletter contribution from Jeret Unger, Associate at Kison Inc. & Growth Through Learning. Jeret’s experience in strategic business development and connective branding brings a grounded perspective to what it means to sell with...
Free Yourself From the Pressure of Selling And Sell More Than You Ever Have Before
I’m pleased to share this week’s newsletter contribution from Jeret Unger, Associate at Kison Inc. & Growth Through Learning. Jeret’s experience in strategic business development and connective branding brings a grounded perspective to what it means to sell with...
Sales and Business Development: The Career Skill Technical Professionals Keep Avoiding
Too many technical professionals want the benefits of sales and business development without wanting anything to do with the tasks and activities involved in the process. They want better clients. Better projects. More influence. More visibility. More opportunity....
Success Starts with Why and Grows Through Self-Awareness
Simon Sinek’s well-known TED Talk, How Great Leaders Inspire Action, popularized a simple but powerful idea: people and organizations are more compelling when they start with why—their purpose, cause, or belief—rather than only focusing on whatthey do. His Golden...
The Cocoon and the S-Curve: Why the Dip Is Where You Grow
If you’re in a season right now where it feels harder than it should, where progress is slow, or where you’re questioning yourself, I want to give you a frame that can change how you see the struggle. It’s the Boy and the Butterfly, and it lines up perfectly with what...
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