In business, our customers and clients aren’t the only people we need to sell to on a daily basis. Sometimes we need to sell to our internal teams as well. We encounter this frequently when coaching our clients to shift their business development and sales practices from old methodologies to new ones. They see the […]
One of the most powerful and effective leadership concepts I’ve learned recently didn’t come from the business world. It came from the U.S. Air Force. In fact, it was inspired by my cousin, a retired 3-star general. He explained to me that the best of the best military leaders — the ones you see being […]
Most companies decide by consensus which conferences their business development team will attend. In a team meeting, someone will bring up an event and ask, “What does everybody think? Should we go to this conference?” That’s fine if you’re deciding where to have a team lunch. That’s not fine if you’re deciding where your company’s […]
Picture this: You’re in a large room surrounded by dozens of potential new clients. You’re mixing and mingling with people you’d love to do business with. You know you need to seize the opportunity and strike up conversations. You approach a VP from a firm that’s on your dream-client list, and ask him what’s going […]
I’ve talked a lot recently about leveraging team talent. In our last post, I even walked you through exactly how we do that here at RESET. It’s just one of the ways we buck tradition — and help our clients do the same. So often, when people come to us for coaching, they think they […]
Most people who know what our firm does are just amazed at what we’re capable of with a microscopic team. The funny thing is, how we do it is exactly what we teach our clients. We have just a few people here at RESET. We’re a very boutique firm. But we deliver strings of sustainable, […]
There’s a popular phrase in business development that I want to tackle today. It goes like this: Time kills deals. I call it a cliché carefully, because there is some important and fundamental truth to it. When a project starts to drag, it’s a sign that things are going sideways and the deal is going […]
Scripting is a technique we teach all of our clients — from CEOs to technicians. It’s deeply interwoven into The Connection Process … and it can mean the difference between success and failure in that first call with a new client. In a nutshell, scripting is proactively planning to hook the client in the first […]
“Lead generation” is the buzzword of the day, it seems. Everyone wants to know how to improve the output of their lead generation systems and processes. Lead generation is focused on volume — getting as many leads in the door as possible. Generating leads for your business is a good thing. But it’s only one […]
Your clients are throwing up smokescreens when it comes to doing business with you — and they don’t even know they’re doing it. Here’s the truth: Your clients often don’t really know what their problem is. They often don’t know what they want or need. So they certainly won’t understand that your solution will save […]
