Archive for September, 2016

Go High

If you want an audience (buyer) to engage with you, you need to communicate from their world – not yours. But many sales people will ask about the content they… Read more

Information Is Not Power

It is said that information is power. But that’s not the case. It is only the application or sharing of information that gives power. When you apply information it shows… Read more

How to Influence others

There are three areas you can focus on to influence others. These are: The environment. Robert Cialdini and his book Influence: The psychology of persuasion is the gold standard here. The techniques work… Read more

Delivering a case study

Case studies are a great way to showcase how good your solutions are. Done properly, they are a way of promoting yourself without the hard sell. Most people focus on… Read more