like pb and j

6 Reasons You Don’t Have Enough Ideal Clients (and How to Fix That)

Posted Posted in Leading, Marketing, Sales and Influence

Ideal clients are the ones we love to do business with. They are easy to work with, appreciate and value us, challenge us and want us to challenge them. Doing business with them is profitable and they think they are getting a good deal from us. We wish we could clone them and they wish all their partners could be more like us. So why can’t all our clients be ideal one? Read on to learn six things that get in the way and what to do instead.

Suppose We Don’t

Posted Leave a commentPosted in Leading, Sales and Influence, We

Suppose we cut corners? Suppose we feather our nests? Suppose we get while the getting is good? Suppose we compete on price? Suppose we sue? Suppose we press our advantage? Suppose we underpay? Suppose we over promise? Suppose we cut our training and development? Suppose we bait and switch? Suppose we baffle? Suppose we trick […]

Rock Stars

Posted Leave a commentPosted in Leading, Sales and Influence, We

When we are worried about what to say, how someone might react, or how we’ll be judged, we are pointing the camera at ourselves. We get so concerned about our performance that we wreck our ability to perform. This is true most everywhere including marketing, sales, influence, negotiations, and leading. The antidote is to turn the […]

the camera

Turn the Camera

Posted Leave a commentPosted in Sales and Influence

Most organizations spend untold time and money explaining what they (and their products and services) do and why they are so good. Look at their websites to see that they have the camera firmly turned at themselves. Most prospective clients, on the other hand, focus on the the results they want and the obstacles they […]


Superlatives Can’t Replace Honest & Effective

Posted Leave a commentPosted in Sales and Influence

Unique! Unparalleled! Exceptional! New! Improved! Unprecedented! Award-winning! Powerful! When marketing (internally to the team or externally to clients and partners), we must not fall into the trap of superlatives. No one listens when we use flowery words to explain how good our product, project, or service are. Superlatives are no replacement for honest, effective messaging. […]