“What’s your elevator pitch?” The lore of the elevator pitch comes from the early days of Hollywood when one would...
There is a lot of room to define this one… you should take the time to define it within your...
Here is a framing device to help you answer any question in a calm and confident manner. It’s called The...
We use an Altitude Framework to order thinking, communications and storylines. 30,000′ The WHY VISION 14,000′ The WHAT STRATEGY 3′...
For Impact Message: Impact Drives Income. As it applies to the ask… one example. Use a project to drive the...
Just off the phone with a team that’s prepping for a big visit this afternoon. We were doing a last...
I’m assembling a number of closes we cover at our Boot Camp and in our training/strategic coaching. Hopefully, I’ll end...
I did a pretty decent Presentation to a very, very experienced development group on Saturday in Tampa, Florida. The NACCDO...
Wanted to share this illustration of a customized sales process Kerry and I did with a client. If you’ve been...
My goal is pretty much the same on every first visit. It’s to get the other person to say, “Wow,...
I wanted to share our JUST ASK STRATEGY with everyone engaged in the For Impact world. THE FOR IMPACT JUST...
A reminder about the value of getting numbers on-the-table early in an ongoing conversation. This is as opposed to waiting...