Expert insights. Personalized for you.
I stopped in my hobby store here today to give the owner some business and to stock up. My total would have come to a couple of hundred dollars. But Charlie was morose. I asked what was wrong. MORE
I’ve counseled executives for years to look for energy, enthusiasm, and a sense of humor in job candidates. These qualities can’t be taught or coached, they’re intrinsic. You can teach almost any content to people, but not these behaviors. MORE
The mistake most organizations make with their investments is in desperately trying to develop all performers to perform at the top levels. MORE
The next time a prospect asks for references: • “Every person I give you will rave about me. What is that going to prove?” MORE
Don’t confuse “budget” with “money.” ” A “budget” is an estimate of income and outgo with allocations made accordingly. MORE
A meeting with a prospect is not an adversarial relationship. I’ve heard “sales experts” spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you. MORE
Most organizations (and consultants) make the mistake of looking externally for “best practices” to apply. In fact, most organizations have internal best practices that are not shared for a number of reasons. I had an auto client who wanted me to study the competition to find out why their service ratings were higher. I asked if any of his own dealerships reached those heights and he admitted that a few did. MORE
I’m happy to provide interviews for both broadcast and print sources. About 99% of them are run by honest, well-intentioned organizations, some of whom have vast networks that help me, and some of whom I’m helping by building their networks. Fine with me. MORE
I’m always asked in my sessions how valuable social media are for marketing consulting/coaching services to corporations. People know my answer, there’s a total silence, breath is held, and I reply, “Not valuable.” ” This is because corporate buyers— buyers —not HR people, don’t troll the internet looking for professional resources. They ask each other. MORE
About two years ago I became more disciplined about asking how new clients found me. Over 90% were from a referral from a colleague or reading one of my books (often because of a referral from a colleague). Marketing is not rocket science. MORE
The stock market and the economy are two different things, not intimately related. While the market reaches record heights, businesses are closing on Main Street. One thing we can learn is this: The less money you have, the more important are critical thinking skills, particularly decision making. Apple can make a $40 million error, and it’s barely a footnote on the financial reports. But for a small business, making a $40,000 error can be fatal. MORE
Years ago an experiment showed that Dunkin’ Donuts customers and Starbucks customers, asked to use the other coffeeshop for a month with all their coffee paid for, all refused to change to the other store at the end of the month. These are tribes, set in their ways and preferences. MORE
If your proposal isn’t accepted, ask the buyer: “What could I have done better or differently to have been successful in working with you?” ” If you find a pattern, you’ll know what you have to change. MORE
The key to successfully eliciting quality referrals is to ask for specific names or titles. Example: Would you introduce me to your counterpart in Europe? Would you introduce me to Mary Jones, your CFO? MORE
If you can’t enthusiastically convince a prospective client that your points are important to consider and worth pursuing, then: • You’re not communicating well. • You’re scared or intimidated. Your value isn’t sufficient. • You’re not prepared. If you think your job is to “sell” you’re not going to make it. If you think your calling is to provide value and help people, you probably will make it. But you have to manifest and exemplify your value. MORE
I just noticed someone on LinkedIn who has a little logo claiming “virtual certified.” ” Does that mean he was certified in non-reality? Or is this come kind of bizarre attempt to prove that you need to be anointed somehow to talk on Zoom? MORE
52 
People are asking me the same question over and over, so I’ve become pretty adept at the answer. Best practices as the economy reopens: Call everyone of consequence (buyers, recommenders, prospects) until you reach them on the phone. Offer help. Don’t talk about money or projects. MORE
Even people who purport to be sophisticated sales professionals or “experts” resort to using “pitch” to describe approaching a prospect. The dreaded—and fictitious—”elevator pitch” is supposed to represent how to influence someone between floors. MORE
We had a huge storm overnight. Our two-acre pond flooded over the driveway and nearly up to our bridge. The flooding “cleansed” the pond, and washes out some of the detritus on the bottom, the decaying leaves, and so forth. MORE
If you must create a survey, first determine what information you desire to capture, not what questions to ask. Keep it as brief as you can and focus on a single issue, e.g., response time. Include a qualitative response option, e.g., “How can we best improve customer service online response?” MORE
If you don’t have a value proposition that is appealing, relevant, and engaging, the point of your arrow is blunted. The aerodynamics are poor and it won’t penetrate anything. It will merely bounce off. If you have a strong brand, people will flock to you, no worries. But to build toward that kind of powerful brand you need a value proposition that provides direction and power for your talents and abilities. MORE
In meeting with a buyer be diagnostic in your discussions about issues to address. But once hired and implementing, be prescriptive. Business of Consulting MORE
The people who talk about “returning to normal” are those people who are going to be bringing up the rear in the new marketplaces. How do conference centers and hotels lure back millions of dollars in convention business when organizations can meet virtually? MORE
I invite a contractor to come over and consider some work I need done on my property. You can tell in an instant that I can be a long-term and high-referral customer. He sends me a reasonable proposal three days later. I call, talk to his assistant, and leave my cell phone number. He doesn’t return my call for a week, and then does so on my business line, which is always forwarded. What am I supposed to believe about the quality of his work, responsiveness, and accountability? MORE
62 
There’s a lot of truth in the consulting advice, “If it hurts when you do that, stop doing that. That will be $50,000.” ” (The last part is my own value-based addition.). Here’s a current version: “Any strategy you had in place pre-pandemic is no longer even vaguely relevant. I’ll help you develop a new one. That will be $100,000.” ” Rinse and repeat. Business of Consulting MORE
If you want to increase your fees, start at the right place: First increase your value in the perception of the buyer. Business of Consulting MORE
40 
We have patronized a restaurant in town here since it opened (as well as two of its sister restaurants in New York and one in Palm Beach). MORE
79 
It’s stunning how many people go into consulting who don’t feel comfortable approaching people to offer help. Why else are you here? If you just want to prance on a stage, or direct projects in an organization, or conduct interviews, then you can get a job as a subcontractor who never has to market personally. Of course, that will pay much less. MORE
Focus your buyer. If there is “overwhelm” or chaos, or simply too many priorities, just suggest: “Here’s what I think we should do first. Then we’ll see about the rest.” ” Business of Consulting MORE
87 
The future of selling is all about evangelism. Are your customers and clients “marketing” for you by word-of-mouth and unsolicited referrals? MORE
Alan Weiss
SEPTEMBER 2, 2021
We had a huge storm overnight. Our two-acre pond flooded over the driveway and nearly up to our bridge. The flooding “cleansed” the pond, and washes out some of the detritus on the bottom, the decaying leaves, and so forth.
Alan Weiss
SEPTEMBER 23, 2021
In meeting with a buyer be diagnostic in your discussions about issues to address. But once hired and implementing, be prescriptive. Business of Consulting
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Alan Weiss
JANUARY 28, 2021
The key to successfully eliciting quality referrals is to ask for specific names or titles. Example: Would you introduce me to your counterpart in Europe? Would you introduce me to Mary Jones, your CFO?
Alan Weiss
SEPTEMBER 25, 2021
If you want to increase your fees, start at the right place: First increase your value in the perception of the buyer. Business of Consulting
Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo
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Alan Weiss
MARCH 16, 2021
I stopped in my hobby store here today to give the owner some business and to stock up. My total would have come to a couple of hundred dollars. But Charlie was morose. I asked what was wrong.
Alan Weiss
JANUARY 6, 2021
The mistake most organizations make with their investments is in desperately trying to develop all performers to perform at the top levels.
Alan Weiss
SEPTEMBER 19, 2021
I’m always asked in my sessions how valuable social media are for marketing consulting/coaching services to corporations. People know my answer, there’s a total silence, breath is held, and I reply, “Not valuable.” ” This is because corporate buyers— buyers —not HR people, don’t troll the internet looking for professional resources. They ask each other.
Alan Weiss
OCTOBER 13, 2020
Focus your buyer. If there is “overwhelm” or chaos, or simply too many priorities, just suggest: “Here’s what I think we should do first. Then we’ll see about the rest.” ” Business of Consulting
Alan Weiss
OCTOBER 28, 2020
I’m happy to provide interviews for both broadcast and print sources. About 99% of them are run by honest, well-intentioned organizations, some of whom have vast networks that help me, and some of whom I’m helping by building their networks. Fine with me.
Advertiser: ZoomInfo
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Alan Weiss
FEBRUARY 12, 2021
About two years ago I became more disciplined about asking how new clients found me. Over 90% were from a referral from a colleague or reading one of my books (often because of a referral from a colleague). Marketing is not rocket science.
Alan Weiss
NOVEMBER 5, 2020
The next time a prospect asks for references: • “Every person I give you will rave about me. What is that going to prove?”
Alan Weiss
JUNE 9, 2021
The people who talk about “returning to normal” are those people who are going to be bringing up the rear in the new marketplaces. How do conference centers and hotels lure back millions of dollars in convention business when organizations can meet virtually?
Alan Weiss
MAY 9, 2021
Most organizations (and consultants) make the mistake of looking externally for “best practices” to apply. In fact, most organizations have internal best practices that are not shared for a number of reasons. I had an auto client who wanted me to study the competition to find out why their service ratings were higher. I asked if any of his own dealerships reached those heights and he admitted that a few did.
Advertiser: ZoomInfo
In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.
Alan Weiss
MAY 7, 2021
If you don’t have a value proposition that is appealing, relevant, and engaging, the point of your arrow is blunted. The aerodynamics are poor and it won’t penetrate anything. It will merely bounce off. If you have a strong brand, people will flock to you, no worries. But to build toward that kind of powerful brand you need a value proposition that provides direction and power for your talents and abilities.
Alan Weiss
JULY 30, 2021
I’ve counseled executives for years to look for energy, enthusiasm, and a sense of humor in job candidates. These qualities can’t be taught or coached, they’re intrinsic. You can teach almost any content to people, but not these behaviors.
Alan Weiss
SEPTEMBER 19, 2020
The future of selling is all about evangelism. Are your customers and clients “marketing” for you by word-of-mouth and unsolicited referrals?
Alan Weiss
NOVEMBER 4, 2020
We have patronized a restaurant in town here since it opened (as well as two of its sister restaurants in New York and one in Palm Beach).
Advertiser: ZoomInfo
Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!
Alan Weiss
JUNE 5, 2021
There’s a lot of truth in the consulting advice, “If it hurts when you do that, stop doing that. That will be $50,000.” ” (The last part is my own value-based addition.). Here’s a current version: “Any strategy you had in place pre-pandemic is no longer even vaguely relevant. I’ll help you develop a new one. That will be $100,000.” ” Rinse and repeat. Business of Consulting
Alan Weiss
AUGUST 13, 2020
If your proposal isn’t accepted, ask the buyer: “What could I have done better or differently to have been successful in working with you?” ” If you find a pattern, you’ll know what you have to change.
Alan Weiss
APRIL 7, 2021
I invite a contractor to come over and consider some work I need done on my property. You can tell in an instant that I can be a long-term and high-referral customer. He sends me a reasonable proposal three days later. I call, talk to his assistant, and leave my cell phone number. He doesn’t return my call for a week, and then does so on my business line, which is always forwarded. What am I supposed to believe about the quality of his work, responsiveness, and accountability?
Alan Weiss
APRIL 6, 2021
Don’t confuse “budget” with “money.” ” A “budget” is an estimate of income and outgo with allocations made accordingly.
Advertiser: ZoomInfo
CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.
Alan Weiss
FEBRUARY 25, 2021
If you can’t enthusiastically convince a prospective client that your points are important to consider and worth pursuing, then: • You’re not communicating well. • You’re scared or intimidated. Your value isn’t sufficient. • You’re not prepared. If you think your job is to “sell” you’re not going to make it. If you think your calling is to provide value and help people, you probably will make it. But you have to manifest and exemplify your value.
Alan Weiss
MAY 16, 2020
People are asking me the same question over and over, so I’ve become pretty adept at the answer. Best practices as the economy reopens: Call everyone of consequence (buyers, recommenders, prospects) until you reach them on the phone. Offer help. Don’t talk about money or projects.
Alan Weiss
JULY 1, 2020
A meeting with a prospect is not an adversarial relationship. I’ve heard “sales experts” spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you.
Advertiser: ZoomInfo
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Alan Weiss
JANUARY 2, 2021
The stock market and the economy are two different things, not intimately related. While the market reaches record heights, businesses are closing on Main Street. One thing we can learn is this: The less money you have, the more important are critical thinking skills, particularly decision making. Apple can make a $40 million error, and it’s barely a footnote on the financial reports. But for a small business, making a $40,000 error can be fatal.
Alan Weiss
MAY 19, 2021
If you must create a survey, first determine what information you desire to capture, not what questions to ask. Keep it as brief as you can and focus on a single issue, e.g., response time. Include a qualitative response option, e.g., “How can we best improve customer service online response?”
Alan Weiss
MAY 4, 2021
I just noticed someone on LinkedIn who has a little logo claiming “virtual certified.” ” Does that mean he was certified in non-reality? Or is this come kind of bizarre attempt to prove that you need to be anointed somehow to talk on Zoom?
Alan Weiss
JUNE 4, 2020
Even people who purport to be sophisticated sales professionals or “experts” resort to using “pitch” to describe approaching a prospect. The dreaded—and fictitious—”elevator pitch” is supposed to represent how to influence someone between floors.
Advertiser: ZoomInfo
The evolution of every high-functioning, effective customer success strategy centers around three C’s: connected experiences, an engaging customer journey, and a culture built on customer-centricity. Satisfaction won’t cut it. Quarterbacking your customers to long-term success and growth is proven to combat churn and transform customer success teams into revenue-drivers. But where do you start? Download the playbook today!
Alan Weiss
OCTOBER 30, 2020
It’s stunning how many people go into consulting who don’t feel comfortable approaching people to offer help. Why else are you here? If you just want to prance on a stage, or direct projects in an organization, or conduct interviews, then you can get a job as a subcontractor who never has to market personally. Of course, that will pay much less.
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