Rent a Brain 160 Characters At a Time

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Rent a Brain 160 Characters At a Time You may find this worth noting. I have a couple of mentees that are easily under 30 years old and there’s an interesting dynamic taking place. They like to text. 

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The Ride Along

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The Ride Along Recent events in Waco (9 killed in biker war at Waco, Texas restaurant) remind me of smaller conference room skirmishes that happen every day. Consider this scene. The curtain opens to show a Conference Room on floor 34 of the big bank building. There are 8 people gathered around a long table. The well dressed […]

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What Has Happened, Will Happen – Tactics for Lead Generation

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What Has Happened, Will Happen – Tactics for Lead Generation In our first episode, we went to the white board and put a frame around the challenge of complex lead generation for professional services. (“Complex Lead Generation – a Big List of Tactics“) In the second episode, we went into that frame and identified where […]

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How Jobs Get Filled – A Redux

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How Jobs Get Filled – A Redux It’s the end of the year. Economic indicators are up. The number of people out of work continues to drop. The press has taken notice. There are a few articles that have come out and caught my attention lately. One was a look at the number of new hires […]

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How We Generate Early Stage Leads in a Complex Sales Process

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How We Generate Early Stage Leads in a Complex Sales Process In my last missive we ran through a high level Big List of Complex Lead Generation Tactics. Someone gave me the white board and the scribbles were flying. Heads nodded and understanding floated down. “I get it,” someone offered. “Now what?” Start with the […]

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Complex Lead Generation – A Big List of Tactics

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Complex Lead Generation – A Big List of Tactics  “What’s the best way for us to generate leads?” A big question with no single answer. In order to demonstrate the depth and breadth of tactics available for a professional services firm, I jump up to the whiteboard and draw a circle.

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Tropical Shirts and Value Propositions

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Tropical Shirts and Value Propositions As the Final Mad Gringo Go Slow Tropical Shirt campaign moves along, I am reminded of the discussion  about selling to “value” and my use of a tropical shirt as analogy.  Specifically, the price and value of a Ralph Lauren 100% Viscose orange tropical shirt versus the old Mad Gringo 100% […]

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Trusted Advisors and New Business Idea Generation

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Trusted Advisors and New Business Idea Generation “All I did was add overhead without any change in the top line. I think I need to go back to the way things were because your idea to add high-powered administrative staff isn’t working.” Hold on! In the last article we went through some simple math to […]

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How To Spend More Time With Your Clients

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How To Spend More Time With Your Clients  Your top people aren’t spending enough time with customers. I was reading a report on activities that professionals can outsource to assistants. Included in that list were activities such as: Reports for clients Correspondence with clients Time Tracking Billing preparation Internal database updates Monitoring workflow Advising clients of […]

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Helping Your Sales Team Qualify Prospects with the Budget Question

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Helping Your Sales Team Qualify Prospects with the Budget Question “I’ve looked at things from both sides now. . .” There was an article in this past weekend’s Wall Street Journal that used Joni Mitchell’s “Both Sides Now” as a metaphor for life. It’s what comes to mind when describing my weeks as a purchaser of […]

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