Pilots, Test-Drives and Trials: To do them, or not to do them
Imagine you are trying to sell your house. The potential buyer says, “I want to pilot it first. Before we buy, we want to test-live here. Ideally, we’d like to move our stuff in, too. We’ll enroll our kids in the local school. We’ll throw a party and invite the...
Effort: A little goes a long way…
Here is the first sentence of three recent cold reach outs. Which one do you think I accepted? “I strongly believe I can help your company grow by creating strategic deals at the B2B Enterprise Global Scale.” ”I noticed we share 4 connections, so I thought I’d reach...
Is Fake Transparency Worse Than No Transparency?
Fake transparency – The worst of all marketing & messaging strategies… What say you? When I started telling people I was writing the book, “The Transparency Sale”, conversations would inevitably turn to, “Hey, Todd, I’ve got an example of a transparent...
Self Scrutiny: Would you buy from you?
When someone shares a picture with you that you’re in: -Who, in the picture, do you look at the longest? Probably yourself. -Who, in the picture, are you the most critical of? We say things to ourselves like, “Wow…I look terrible in this picture.” “I...