Simple is great. No one has the patience to read pages and pages of sales collateral or sit through long complicated sales presentations. But if you’re really going to simplify your sales message, there are three hard facts you will have to face first: 1. This is no time for you to be the expert. You know too much. So you’re trying to say too much. Stop it. Save your expertise for later in the … [Continue reading]
Draw to a close (Part 2): Three keys to creating a sketch that sells
Capturing your sales message on a whiteboard isn’t easy. We’ve often found ourselves scribbling odd shapes, confusing graphs, and funny-looking stick figures until the eleventh hour as we try to come up with the “big idea” for a client’s whiteboard sketch. That said, we’ve found that the best whiteboards typically have three core elements. And once you know what you’re shooting for, it’s easier to hit the target. Three elements of a winning whiteboard sketch: … [Continue reading]
I think we just discovered a new sales channel. It’s called paper.
Our firm loves all things digital. We’re almost a 100% paperless office. Virtually everything we do lives in the cloud. I’m writing this blog post on Evernote right now and will probably edit it on my iPhone in the produce aisle of our neighborhood grocery. About the only thing I use paper for is taking notes in client meetings – and that’s only because I can’t draw diagrams fast enough on my laptop. The big … [Continue reading]
- « Previous Page
- 1
- …
- 4
- 5
- 6
- 7
- Next Page »