It is a common refrain:  “My clients come to me without knowing what they want. But I listen and learn and then I can guide them.” There are two sentences there, and only one of them is correct.  What clients want When I come across a client expressing this sentiment I always pause for a…

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Join me for ProWIN’s virtual lunch & learn where I will be presenting my popular – but updated – Away From Words presentation. See details and register here. There are good words and there are bad words. And then there are good words that are bad in business. Join me to learn about the words…

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How do you know who is ready to buy from you, right now?  How do you know who else would be willing to buy from you, if you managed to speak with them? How do you know who else would buy from you if only they knew that you existed? How do you know who…

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What is the difference? Which is more important? How much does it matter? At some point - maybe working on your website, or hiring your first marketing agency, or responding to a client request - you have been confronted with the battle between features and benefits.  And perhaps a debate about which one is more…

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(Photo: Gustavo Frazao/Shutterstock)

Words do not exist in isolation: words exist in context.  Consider that the English language word “recommended” is positive, whereas the Italian word “raccomandato” is an insult. The word is the same, with the same meaning, but what changes is the context (in this case, English versus Italian cultural norms).  Below are five words that…

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I received a question on my previous 4 videos: have we been constructing an elevator pitch? Well, not quite… but also yes… watch on to find out. ✅ Skillshare user? Check out my latest course: Decision Making – A Framework For Your Business 

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“What should I do with this email list?” Not an uncommon question, and there are numerous strategies and tactics you can employ to make the most of your email list. But before you design your cadence, you must determine your governing strategy, which is more about your business than it is about your email list.…

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It is a growing trend to see businesses allocate specific time to strategy and innovation. And that’s a good thing. But it shouldn’t stop there. Innovation will be effective if it is based on the correct information. That information gathering should be happening continuously. Here are two ways you can build innovative thinking into your…

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