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What is an Entrepreneur?
My definition of an entrepreneur: Someone who has more ideas than resources. “But I don’t have any ideas…” If you don’t have ideas, then you are not an entrepreneur. There are millions of things that...
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10 Commandments for Business Development from Goldman Sachs
John Whitehead, co-head of Goldman Sachs in the 1970s, wrote the following 10 commandments that guided their business development efforts: Don’t waste your time going after business you don’t really...
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7 Critical Elements of an Entrepreneurial Pitch
How to Pitch? There are 7 critical elements of an effective entrepreneur “Pitch” that works (video here on the blog): The 7 elements of a good entrepreneurial elevator pitch A good entrepreneurial...
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Success = 80% Diagnosis, 20% Prescription
Don’t rush to the solution. You need to go through a good diagnosis process before the listener is ready to hear the solution. If you rush to solution, the listener is not ready to trust you. Do you...
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Don’t Be Cheap.
“Cheaper” is never a deep human life goal. I don’t often hear people say “I wish my life was cheaper”. We never buy because something is cheaper. We buy because of the story we can tell ourself and...
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The 3 Basic Questions of Good Business
Good business has been done the same way for centuries. The medium does not change the rules for success. Question 1: Who exactly do you help? Who do you help? What problem do you solve for them? How...
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Terrible or Fantastic? Do we need more Shoes?
In the late 1870s, A Dublin-based shoe company sent 2 salespeople from their head office to a new territory in rural Africa. The two salespeople, Willy and Jimmy, travelled out on boat, trains and...
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Video: Dealing with Objections
You finish your pitch and the customer says: “Your product is too expensive!”. You arrive home, you’re a few minutes late: your partner says “You are always late!”. At a dirty plate left on the...
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If You Can’t Explain What You Do in a Paragraph, You’ve Got a Problem
I so loved the title of Brad Feld’s post, that I just had to copy the title. This is an important one. We live in a world of personal branding, quick online reputation checks and a lot of noise....
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Yahoo pays Millions to Teen Coder (the real story)
Nick D’Aloisio The story in the tech news of the last few days is the purchase of Summly by Yahoo for the sum of $30M, making the 17-year old founder Nick D’Aloisio an instant millionaire. It sounds...
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12 Vital Questions for Any New Business
Global Entrepreneurship Week It is Global Entrepreneurship Week on 18 November through 23 November. There are events all over the world. The overall organisation website is: www.unleashingideas.org....
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No one buys a $57,000 watch to tell time
I came across this paragraph in a blog post by sales professional Grant Cardone. “No one buys a $57,000 watch to tell time. People buy things to solve problems. The cost of the item isn’t what matters....
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Framing is Everything
Rory Sutherland tells some wonderful stories about the power of framing. If you want to be persuasive, you must get good at framing the argument. Good framing shifts the argument to a playing field...
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Entrepreneur: Start a year before you Start
Start building network, blog, educating 1 year before you make the leap. Build community. The first sales will always be to friends. Make those friends.
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Sales: What is your Painful Problem to Solve?
What is your painful problem to solve? Sales is not about describing your product, your process or your friends. It is about explaining to the buyer a problem that they have, and giving them a glimpse...
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3 biggest objections to overcome when Selling
There are 3 objections that must be overcome to get somebody to buy: 1. why buy anything 2. why buy from me 3. why buy now Why buy anything? The first objection is showing that not taking action is not...
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Setting Limits
How do you set limits on “Free”? I teach communication skills. I help entrepreneurs deal with leadership challenges. I find it hard to effectively manage the gap between free advice and paid...
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How to Stop Offering Free Advice and Make the Sale
6 Steps to Stop Being “Free” Be clear on the results you can help them achieve – Can you explain what success looks like in a clear, concise, specific and compelling way? in language that your target...
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Entrepreneur: Start a year before you Start
Start building network, blog, educating 1 year before you make the leap. Build community. The first sales will always be to friends. Make those friends.
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Frustrated Expectations: Not Asking for Commitment
One of the hardest parts of leadership is getting people around you to take action. It is easy to get people to agree generally that things could be better, it is a vastly different conversation to...
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