One way to deal with price pressure (there are others) “Persist — with Justification.” If you can justify your terms, it is not … [Read more...] about Tip for Dealing with Price Pressure
Visual Aid or Visual Attack?
Which of these do you do when your desk is a mess and you can’t deal with everything on it anymore? Freeze? Leave? I bet you ultimately … [Read more...] about Visual Aid or Visual Attack?
Deliver Tough Love Metaphorically
“Metaphor is how we nail the jelly of reality to the wall” is a quote from a new book by Joe Moran called “First, You Write a … [Read more...] about Deliver Tough Love Metaphorically
Why Don’t They Just Say “No?”
How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed … [Read more...] about Why Don’t They Just Say “No?”
If It Looks Like A Duck…Is It?
“Only the right diagnosis can lead to the right treatment” is both the premise of a fascinating new Netflix show called … [Read more...] about If It Looks Like A Duck…Is It?
A (Dangerously) Overlooked Discovery Question
I had a surprising online experience that just stopped me in my tracks. First, I thought it was funny. Then, I realized it was brilliant.* I was … [Read more...] about A (Dangerously) Overlooked Discovery Question
