Blog

Online Presence

Create Stronger Connections Through Your Online Presence

By Wayne O'Neill

Today, connection happens online as well as in person. Here at RESET, we coach connection — and we take the digital world into consideration within our methodologies because now it’s just as important as the offline world is. We believe that a strong digital platform is a competitive edge in creating more informed, stronger connections. […]


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Creative Financing

How to Use Creative Financing to Move Projects Along

By Wayne O'Neill

Winning and executing the work aren’t the only challenges service providers face in today’s marketplace. Often projects get stuck in limbo when it comes down to the owners financing them. Here are RESET, we see our service-provider clients deal frequently with two specific scenarios: The first scenario is a procurement hang-up. After you win the […]


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Selling change to your team

3 Steps to Selling Change to Your Internal Team

By Wayne O'Neill

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 […]


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Events That Payout More Than They Cost: Maximizing Your 2018 Social Calendar

By Wayne O'Neill

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 […]


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Starting the conversation

Better Than Pick-up Lines: Starting Client Conversations the Right Way

By Wayne O'Neill

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 […]


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Team Talent

Leveraging Team Talent: Walking Our Talk at RESET

By Wayne O'Neill

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, […]


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time kills deals

Time Kills Deals, but Timing Creates Opportunity

By Wayne O'Neill

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 […]


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scripting

Scripting: The Secret Weapon of Successful Client Conversations

By Wayne O'Neill

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 […]


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