Guest Column: The Silent Zone: Lost Sales or Lost Truth?

By Ari Galper If you’ve been in business for any length of time, you’ve probably experienced being dropped into the “silent zone” — a key moment in the sales process when you say to yourself, “Why has selling become such a painful and arduous process”. The “silent zone” is when you’ve worked with a prospect over a period of time, built a relationship over-the-phone or in-person (at least you thought you built a relationship), they expressed serious interest in your …


Guest Column: Inventions, Innovations, and Improvements

Inventions, Innovations and Improvements: Know How Each Contributes to Your Business Growth By Susan Trivers Airplanes, assembly-lines and telephones are examples of familiar objects that began as inventions, were then subject to innovations and that are continually being improved. What’s the difference? Invention refers to the creation of the idea or method itself. In patent-office language, it’s the creation of the non-obvious. Innovation refers to a novel idea or method applied to an invention. Improvement refers to the notion of doing the same thing better. …


Guest Column: Flying High?

Flying High?   Dr. Constance Dierickx Constance Dierickx is a member of the Million Dollar Consulting® Mentor Hall of Fame and a Master Mentor. What do Adam Silver, Bud Selig and Gary Bettman have in common with Roger Goodell? Each is at the top of their game as head of a major sports organization (NBA, MBL, NHL, and NFL) and each is vulnerable because they can’t know everything that goes on in it. Flying at high altitudes, leaders gain perspective …


Guest Column: The Importance of Trademark Protection

Strap a bike helmet on your brand by Erik Pelton I love to ride my bike. The fresh air, exercise and freedom are invigorating. As I leisurely rode to work one morning last month, I crashed and flew over the handlebars, landing on my head in the middle of the street. I escaped with a just few scratches and bruises–and a cracked helmet (see photo below). Some say I was lucky, but I believe I was not seriously injured because I …


Guest Column: Marketing Pitfalls

Consultants:  Don’t Let These Marketing Pitfalls Derail You by Linda Popky As a marketing expert who consults with a wide range of organizations, I am often asked about the most common mistakes consultants and small business owners make when it comes to marketing. I typically see four types of issues: Unfocused audience.  No product or service, no matter how exciting, is applicable to everyone all the time. Yet many consultants don’t clearly identify their audience. If you can focus on …


Guest Column: Banish The Smug Voice Telling You You’re An Imposter

  Banish the Smug Voice Telling You You’re an Impostor By Susan Trivers Have you ever tried affirmations to help you get through a challenging situation? You say “I am smart, I am knowledgeable, I am successful” before going to see a client or giving a speech. Before the last syllable has left your mouth that smug voice in your head pipes up with “Do you really believe all that? Aren’t you afraid they’ll find out you’re an impostor, a …


Guest Column: Execution IS the Strategy

Laura Stack is the former president of the National Speakers Association, and organizer of The Elite Retreat, which I facilitate each January. She’s also a good buddy and loves Corvettes. Her new book launches next week.   Execution IS the Strategy:  How Leaders Achieve Maximum Results in Minimum Time by Laura Stack, MBA, CSP   Just like the old gray mare of legend, strategic planning just ain’t what it used to be. The beloved five-year plan—complete with projections and detailed financials—is history. …


Guest Column: Is Your Network a Golden Ticket? Using Online Radio for ROI

Is Your Network a Golden Ticket?  Using Online Radio for ROI By Kelli Richards I’ve had a lot of opportunity to build great connections and a stellar network throughout my career.  Some of the most powerful came from my years at Apple, Inc.  (I don’t need to tell you the caliber of out-of-the-box thinkers and success stories that have been launched from that crowd.)  Other powerful relationships were formed through my experiences in the music industry and working with celebrities …


Guest Column: Steve Rigell

Mrs. Schloemer’s One Rule By Steve Rigell I learned the best productivity hack of all time when I was seven years old from the most unlikely source imaginable. My mother had decided I would learn to play the piano and that’s all there was to it. And, she had decided that I would practice every day after school before going out to play. It didn’t matter that my friends and I were in the middle of constructing our best “fort” …


Guest Column: Imbalance, End Game, and Escape

Imbalance, End Game, and Escape What to do when Collaborations Don’t Work by Kelli Richards As a coach, consultant and high-level connector in the tech, music/entertainment and digital arenas, some of the most important questions I get asked often center around the subject of collaboration – something near and dear to my heart.   Here are some of the largest pitfalls of being involved in collaborations that just don’t work – and what you can do to fix or get out …