Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
- You have to take control of the conversation in the first 20 seconds
- The importance of finding out the client's problem before you even think about selling anything to them
- Why talking about your company, product, or process is worse than useless
- Why to lead with a question and then shut up
- What you can learn from a cold-calling master, even if you'll never do them yourself
- How to bring prospects back to what they want accomplished if they start talking about price too early in the conversation
- How to pull a relationship together out of thin air
- How to anchor your high price against the much higher cost of doing nothing
- How to respond to a client who asks if you guarantee your work
- How to make buyer's eye glaze over (and what to do instead)
You know you want your customers, employees, and communities to be engaged, but what exactly does ‘engagement’ mean? Scott Gould, author of The Shape of Engagement joins me to talk about how independent software developers can sow the seeds engagement.
Freshbooks CEO Mike McDerment joins me to discuss his book Breaking the Time Barrier.
Guest Maggie Patterson describes how she more than doubled her income by ditching hourly billing.
Guest David A. Fields shares a gold mine of practical advice on outreach, positioning, building authority, trust building, and more.
Tom DeMarco - a former software litigation consultant - explains what all late software projects have in common.
You know you can't literally buy an hour from someone... so why do you think you can sell an hour to someone?
If you hate selling, you're probably doing it wrong.
Thinking of monetizing your expertise by creating an online software training course? Don't make these three classic blunders.
Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms.
What if a client doesn't understand what they're getting themselves into?