They Need You

Whether you’re a coach, a CEO, an artist or speaker or author or inventor: People need you. That’s why you get paid (be it in fees or salary) to show up and do your work. In other words, there’s demand for what you bring. And, it’s incumbent upon you (and every other professional) to supply […]

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Did You Design It?

I’m a complete sucker for good design. Whether it’s a car, coat, pen, keyboard or the kerning (letter-spacing) in a book: when something’s been designed well, it’s a joy to see or use. The flipside of loving design, is that it’s almost painful when something’s designed badly. That kitchen gadget that slips out of your […]

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Doing the Next Thing Right vs Doing the Right Next Thing

I forget where it was, but the other day I read about the ‘difference between doing the next thing right, and doing the right next thing’. There’s so much to contemplate in there! Of course, it’s always a good idea to the the next thing right. Kaizen, improvement, measure&iterate… if you want to go places, […]

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Solutions Rarely Find Problems, But…

…problems very, very often find solutions. Here’s the thing: a fundamental mistake we make far too often as entrepreneurs, is to create a solution, and then go out looking for people who want that solution. This makes for excruciatingly ineffective marketing and sales. A solution looking for a problem to solve will rarely find that […]

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Ten Rules for Ethical Selling, #3: Prevent the Sale

“But wait! Don’t we want the sale?” Yep, we want the sale. I sure do, and I hope you as well. Except when we learn that buying wouldn’t be the right choice for the buyer. And that’s where you see the difference between ethical sellers, and who only care about the numbers. Selling is a […]

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Things You Want

Obviously, I have no idea if anything of what I do fits into your world. I may be a great ethical sales coach etc, but we’ve never met, and I have no idea what you would or wouldn’t need – or if my approach even resonates with you. In that sense, there’s nothing that I […]

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Everything That’s Wrong With Marketing and Sales, in One Handy Sentence

The other day I saw a salespage for some new thing that Tony Robbins is doing – I forget the details, but it’s some sort of programme designed to help people start mastermind groups, or something like that. So far, so good: a mastermind group is a fantastic tool in the life of any business […]

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Context Before Content (And Awesome Sales Conversations!)

When you show up to a potential buyer – whether it’s in person, by email, phone or on social media – you’re asking them for their most precious and scarce resources: Their time and attention. And, if you do it right, people will be happy to give you those. Get it right, and people will […]

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If They’re Going to Buy… Shouldn’t It Be From You, Instead of From the Scoundrels and the Greedy?

It’s easy to cast blame for all the ways that commerce and capitalism do damage. Society and the environment sure don’t get better from the way Facebook treats users, or the way  some companies pollute our world. But if you’re in business and you’re here to make a difference, it doesn’t make sense to cast […]

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Ten Rules for Ethical Selling, #2: Invite, Don’t Close

‘Closing a sale’ is fun, of course. Everybody likes to land a new client and earn the money. But there’s a reason why in my LEAP framework for ethical selling, the 9th pillar isn’t ‘the close’, but: The Open. I know, English doesn’t work that way – but it’s how *I* work, and you’d do […]

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