Category Entrepreneur

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 of a world where that problem has gone away. What would it feel like to live in a world […]

Resilience

6 Key Characteristics of A Players

Everyone wants to be Bruce Lee, but few want to put in the 10,000 (or more) hours of practice and preparation.  It is only when the bar is held high that we can consistently put in the practice and push our skills to the highest levels. What makes for an ‘A’ Player? The simplest possible […]

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 where you can achieve your ends and the other can feel that they have gotten a good deal. Prices are not […]

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. Once the buyer is able to see the problem the product solves, their decision becomes much easier to […]

10 Personal Habits of Resilient People

Before you start reading, I’d like you to take a moment and think about the people you know well.  Who, would you say, is the most psychologically resilient of your friends or family?  Who would cope the best with major setbacks?  Who would be able to keep their heads while all about them are losing […]

Probably the Worst Email of All Time

This, or a version of it, arrives a few times a week: “Dear Conor I need to talk to you. Can I have some time? X” By the way, its not from my girlfriend, or my daughter. They get a yes. My mum, dad, brothers, sister – they get a yes. However, generally these emails […]

Your Job is Not Your Job

If someone asked you, “What is your job?”, what would your response be?  Go ahead, take a minute to think about your answer.  I asked a similar question a few weeks ago in my post Become Indispensable: Solve Interesting Problems) Professor Fred Kofman tells a story about a question that changed his outlook on this […]

The Ability to Sell Yourself

How do you respond when a person says “Tell me about yourself?” It might be called confidence, it might be called belief – do you let others see the best version of you, or do they see a dull, low-intensity, passionless version of yourself? Why do we find it difficult to sell ourselves? I spent […]

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: http://www.unleashingideas.org. You can find out more following twitter hashtags #GEW, #GEWSpain, #IESEGEW.  There will be plenty of events in your city led by Entrepreneurs’ Organisation, The Kauffman Foundation and many more […]

Leading Teams: The 5 Styles of Managing People

I was teaching a seminar recently and a young film producer told me “I am not a good manager”.  I asked him why he believed this.  He described a recent series of disasters that he had overseen with his team. I asked him “who are the people on your team?”. He said his cousin helped […]

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