In the process of having a children’s book published, I’ve learned that the toughest audience in the world isn’t a CEO, a tough-as-nails VP, or a former military-turned-procurement person. It’s a squirmy five-year-old. Kindergartners don’t like to listen. They do like to interrupt. And they have an instinctive habit of turning the page before you’ve finished reading. I’ve had to adjust my writing techniques in order to wrestle this audience’s attention. And I’ve found that … [Continue reading]
Watch out for these invisible deal breakers
You’ve got the perfect solution for your prospect. You’ve shown her how much it could benefit her company. And yet, you keep hearing that it’s just not the right time. Or it’s too much change. Or there’s not enough buy-in from various stakeholders. Or it’s not in the budget. Chances are, those are not the real deal killers. So, what is stopping your prospect from signing on the dotted line? Why they’re just not buying … [Continue reading]
A simple presentation hack you should’ve learned in high school math
It was my first job after college, and I was working as a writer for a British ad agency. I’d been asked to come up with a new campaign idea for one of our B2B clients and had developed something I was pretty excited about. However, when I presented My Big Idea to the decision-maker on the account – a smart marketing guy that I admired immensely – he wasn’t impressed. Instead, he just made … [Continue reading]
- « Previous Page
- 1
- 2
- 3
- 4
- …
- 12
- Next Page »