Discover the FACE framework to enhance your LinkedIn connection acceptance rates. Learn how strategic engagement outperforms cold outreach.
...July 7, 2025
May 26, 2025
Learn how to craft pitch decks that build trust, avoid confusion, and master the art of overcoming buyer skepticism in pitches.
...May 13, 2025
Learn how The Propinquity Principle™ reshapes business development in an AI world, as SEO and PPC lose impact in a zero-click, AI-driven era.
...April 15, 2025
Master effective prospect follow‑up: the psychology behind failed outreach, overcome barriers, and use proven strategies to win more clients.
...March 18, 2025
Unlock the secrets of Agency Business Development Networking for Introverts and transform conversations into customers.
...March 10, 2025
Proven strategies to build a proactive agency business development process that maintains a full pipeline to drive consistent growth.
...February 26, 2025
Discover how Mardi Gras reveals key lessons in defining your agency’s value proposition—scarcity, convenience, and strategic advantage drive premium pricing.
...February 6, 2025
Discover a sales strategy that prioritizes quality over quantity. Learn how ‘The Power of One’ transforms your business development efforts.
...July 23, 2024
Learn step-by-step techniques to streamline your LinkedIn feed, improve engagement, and maximize your networking success. Say goodbye to irrelevant posts and hello to targeted, meaningful connections.
...June 25, 2024
Most people believe buyers choose sellers based on knowing, liking, and trusting someone. But that’s only part of the story. In reality, people do business with those they know, like, trust, and find credible. Credibility is the often-overlooked linchpin in sales success. Especially in today’s digital-first world, where your digital persona forms the first impression, …
May 17, 2024
Imagine if you could unlock the true potential of your salesforce by understanding their unique strengths and weaknesses, then tailoring your sales training program to fit each person perfectly. Any sales director can tell you that all salespeople are not created equal. Every team has high performers, mid-performers, and low performers, driving companies to invest …
April 16, 2024
Learn how active listening can revolutionize your sales techniques and boost business development success.
...April 2, 2024
A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message …
November 1, 2023
Unlock success in B2B gated content marketing by avoiding these 7 cardinal sins. Learn how to build trust and enhance lead quality for better ROI.
...October 18, 2023
Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.
...October 5, 2023
Unlock the psychology behind effective freelancer pricing strategies. Learn about the anchoring effect, loss aversion, and perceived value to set rates that attract loyal clients.
...August 16, 2023
The human brain analyzes 11 million information inputs every second hence, why every moment of attention is a gift. We’ve all heard that the human attention span is now shorter than a goldfish (total BS, by the way, and here is the proof). Still, the truth is that humans today are overwhelmed with information, inputs, …
June 14, 2023
Embarking on negotiations is akin to stepping onto the dance floor. It requires finesse, intuition, and a deep understanding of the steps that lead to a dancing-with-the-stars quality performance. Welcome to Part II of my contract negotiation tactics and strategies series. If you missed Part I, Contract Negotiation Strategies: The Science Of Getting What You …
May 17, 2023
The Importance of Effective Networking Strategies You’ve probably heard it a thousand times: networking is crucial. But have you ever taken a minute to ask yourself why? Simply put, if you’re not constantly networking, you’re limiting your reach, your opportunities, and your potential growth. People who fail to “keep in touch” often find themselves feeling …
May 9, 2023
I recently listened to Barbara Winters, VP and principal analyst at Forrester, to discuss how Gen Z and Millennial B2B Buyers are reshaping the buying process and what companies should do to succeed with these buyers. And what she had to say, kind of blew me away. Honestly. Here’s why. When I wrote The Invisible …
May 3, 2023
Today’s post is the final installment of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, or the second post, How To Leverage Content Marketing Strategies On LinkedIn To Attract Qualified Prospects, feel free to read those before continuing on to today’s post, Introvert-Friendly LinkedIn …
April 26, 2023
Today’s post is the second part of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, feel free to read it before continuing on to today’s post, LinkedIn Content Marketing Strategies for Introverts. It’s ok, I’ll wait . As an introverted business development professional, …
April 20, 2023
Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business …
April 4, 2023
As a business development professional, your PowerPoint presentations should communicate more than just information. They should aid your efforts to build a trust-based relationship with your prospects. Only some salespeople have ever been taught how to design a PowerPoint pitch deck that not only delivers information but also fosters a genuine connection with their audience. …
March 16, 2023
Networking has always been essential to growing your personal and professional brand. But for introverts like me, networking, especially the sales prospecting and nurturing variety, doesn’t sound fun. Luckily, the digital landscape offers many networking opportunities for introverts that want to connect with qualified prospects by curating and sharing high-quality digital content that your prospects …
March 1, 2023
In business development pitches, the right messaging combined with an effectively designed PowerPoint deck can make all the difference in closing a deal. But with so much competition and noise in the market, it can be challenging to differentiate yourself from the competition and connect with your best prospects. However, a recent Corporate Vision …
November 2, 2022
My sons love to fish. I like to fish. The problem is, we don’t know how to fish — or better stated, we don’t know how to FIND where the fish are hanging out. And we’re not alone. There is an entire industry devoted to helping folks like us find and catch fish — charter …
October 19, 2022
At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be …
August 31, 2022
Getting and maintaining a sales prospect’s attention is often the single hardest yet most important step in any sales process — but especially a virtual selling process. Traditionally, salespeople have simply bought prospects’ attention with free lunches, dinners, or drinks. Or maybe an invite to a ballgame or other event helped them achieve access. But in …
August 17, 2022
Competitive differentiation is crucial to delivering compelling sales pitches that close quickly and generate higher margins. When sales prospects view you, your organization, and your product or service as something extraordinary—and not just a commodity — you can avoid price concessions as your primary tool to win more business. Suppose you’re lucky enough to …
