Most speakers get hired to inspire audiences. Conference coordinators want attendees to walk away inspired and emotional – motivated to conquer the world. That’s not crazy … but it’s not productive, either, if you ask me. And that is definitely not my approach as a speaker. I teach people how to grow their revenue – […]
It’s a common myth that technical people aren’t great at business development. The fact is, with the right mindset, technical people can be the best business developers. We see this all the time with our technically-minded clients, especially those who are selling technical services. They can’t get their arms around how to start a conversation. […]
A few weeks ago, golf fans around the world watched in horror as Jordan Spieth lost his edge during the 2016 Masters Tournament at Augusta National Golf Club. According to later interviews, Spieth knew exactly what happened when he started the back nine with a five-shot lead. He settled. He stopped making aggressive choices, and […]
Say you step into an elevator. The doors close. You begin banging your head on that door. Eventually, the elevator moves – and when it stops, that door opens up. Do you believe that banging your head against the elevator door is what caused it to open? This is how many people approach selling technical […]
RESET attended The P3 Conference for the third consecutive year, and turnout from national owners in both the public and private sectors reveals a continued need for creating performing assets which solve long-term capital issues connected to growth. There were some recurring themes that throughout the conference that had significant impact on the success of […]
Our February 2016 RESET Revenue Growth Workshop in Dallas was an exciting experience. The attendees were mostly technical and executive-level people with go-to-market capabilities – and everyone came prepared to get their hands dirty. We worked with “live ammunition,” as I like to call it: Real-world examples of smart clients and capture plans. We left […]
You can’t just present your offering and expect your audience to grasp the impact. This is what I wanted to drive home when I spoke at the Society for Marketing Professional Services (SMPS) Southern Regional Conference in Austin on Feb 4, 2016. The name of my presentation was “Connecting Vs. Presenting” – and the topic […]
I have a powerful example to share with you today.
I talk about understanding your client’s business and political issues a lot. I talk about connecting the dots between seemingly unrelated pieces of information – a lot.
THIS is why.
It’s a new year and if you’re looking for new ways to budget your growth for 2016 consider following the ‘3 P’s’ in your process. And don’t just plan… budget for connection.
Watch the video to learn more.
Capture planning is traditionally a left-brain, box-checking exercise, in my experience.
Even when we’re coaching our clients in The Connection Process, it starts out rather logistical. We fill out the checklist: