Selling Yourself Short

Seth Godin, writes in his book Linchpin, “The moment you are willing to sell your time for money is the moment you cease to be the artist you’re capable of being.” What a great summary of the T&M (Time and Materials) approach to conducting business.  This goes not only for yourself, but for everything you […]

Gaining Permission

I love Seth Godin’s book, Permission Marketing.  In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value.  In last week’s demand generation event we targeted business owners from the start (rather than going to IT).  […]

More Points from Wednesday’s Effective Demand Gen Webex

Based on some of the follow up questions I received following Wednesday’s Webex on Effective Demand Generation I thought it might be helpful to add these points: 0. Don’t let the irritated, over-worked executive frustrate you or stifle your marketing plans… 1. Marketing, while considered to be very artsy, is very scientific.  Learn what motivates […]

Raising Entrepreneurs – Thinking Outside the Box

Last night I had the privilege of  presenting new material on Entrepreneurial Thinking to a group of fathers and young men (mostly college age).  I thought it might be helpful to post a few comments to keep the learning process going: 1. Andrew Carnegie (in the early 1900s) wrote: Capitalists need compliant workers…willing to work […]

Habit 2 Thinking – Seminars and Lunch & Learns

Continuing on with Habit 2 thinking, how does this apply with events and seminars? When I conduct Data@Risk seminars, I am presenting educational material to business leaders, helping them establish better business practices that will better serve their customers and protect their company’s intellectual capital.  This has value in and of itself, but it does […]

Presenting with the “End in Mind”

If you’ve read Stephen Covey’s classic on life management, Seven Habits of Highly Successful People, you may remember habit 2, Beginning with the End In Mind.  This is key to any great sales call, marketing event, or other demand generation activity.  Having done many executive luncheons, one of my clients’ first questions is always, how […]