April 22, 2015
We often hear that networking is essential to business success.
Yet, to be honest, few of us are good at it.
We either avoid networking altogether or, when we enter a face-to-face networking situation, we fail to engage and make the most of the opportunities it presents.
Why is that?
A key reason, I believe, is fear – a simple fear of conversations.
December 4, 2014
I received a call last week from Justin, a marketing director who wanted me to help him grow his company’s sales. It was typical of many such calls I get each year.
"So tell me Justin,” I said, “What do you do there at Local Financial?”
“Oh?” said Justin (he seemed surprised by my question). “Um, we provide a unique kind of financial advice and end-to-end re...
November 10, 2014
In 1897, newspapers reported the death of the great American writer Mark Twain. Twain responded by telling journalist Shelley Fisher Fishkin that “the report is greatly exaggerated.”
In recent years, a number of media commentators have reported the death of cold calling. The upsurge in social media and online lead generation, they argue, has created a busines...