Tag Archives: listening

Business Development Success Is More About Asking The Right Questions Than Having All The Answers

The game show Jeopardy has had it right all along — knowing the right question is the way to win big. Conventional wisdom argues the point. And most of the time we buy into the argument. In virtually every venue — from personal relationships to building a productive professional network, from pitching a pizza franchise to … Continue Reading

Do All The Things You Know Make It Tougher For You To Communicate?

There is no shortage of communicators talking about the challenges attendant to listening. Type effective listening into your search engine, and you won’t have to wait long for the evidence. In 1.8 seconds more than 1 million resources will be one click away. Tips, tricks, guidelines, best practices, secrets, insights, barriers, ten-step-programs, five keys, principles, systems — … Continue Reading

What Does It Take To Turn Contacts and Connections Into Productive Relationships?

It is news to no one that when it comes to business development in the professional services arena, relationship trumps everything. Not connections. Or fans. Or followers. Real honest-to-goodness-relationships. Establishing a connection is relatively easy. Building a relationship is decidedly not. Do it right, and a single event can yield scores of business cards. Devote some time … Continue Reading

What Sunday News Shows Would Sound Like If Mom Were A Producer

Sunday’s talk shows prompted a ridiculous line of thinking. I wonder what might happen if mom’s advice were to take hold. You see, my mother — the only person I’ve known personally that might approach sainthood status –repeatedly advised, “if you don’t have something nice to say, better to say nothing at all.”  I’ll wager … Continue Reading

When The Intent Is To Communicate, Market and Lead, Listen With The Eyes

You don’t have to look long to find plenty of talk about the importance of listening. (We’ve done our share here on this blog, and here, in a guest post for my friend Cordell Parvin.) CMOs, consultants and marketing gurus regularly weigh in on listening’s critical role. These discussions invariably (and understandably) focus on the … Continue Reading

Where Communication, Marketing and Effective Business Development Begin

Every student of communication theory is familiar with the concept of Shared Experiences. This is the coveted sweet-spot where barriers fall, gaps are bridged, and — thanks to commonalities — communication takes place. Theoretically. It is a beautifully simple theory. But in practice, it is far from simple. A recent Seth Godin post, The People … Continue Reading

A Missing Link In Business Development

In a provocative Inc. online post titled The Art of Listening Well (a great read), Eugene Raudsepp discusses one of two challenges to effective communication; we hear what we listen for. The second is closely related — Listening to Learn is in short supply. To the degree communication is about positioning, convincing, selling or converting, the … Continue Reading
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