Why do so many firms have attention deficit disorder when it comes to lead generation? They start aggressive lead generation campaigns, get distracted by just about anything, and then have their efforts vanish. Like any doctor who needs to treat an illness, we need to first understand from whence it comes, and fast, because firm's need new clients like never before. Read More

How many times today has someone already tried to sell you something? The ads come in by email, snail mail, fax, radio, magazines, newspapers, and via the web. They are everywhere. Are you even listening any more? Well, your clients are just like you. They are not only fed up with the messages, but they also don't even notice them most of the time, not even yours. Read More

On a list of the "Top 10 Things Business Developers Don't Want to Hear from Prospects," few rank as high as, "We'll need some time to think about it." For the business developer, this phrase signals a host of potential barriers to winning a deal. While prospects give a lot of reasons for delaying a decision or not buying, in reality, there are only two you must deal with. Read More

Opportunities abound at professional conferences. Extraordinary people attend them and any person could have a significant impact on your professional and personal success. While you could go as a commoner, only focusing on presentations, you could instead go like a Conference Commando, hijacking a dinner and mastering the "deep bump." Here's how. Read More