Month: April 2018

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When You Don’t Feel Like It

By Liston Witherill / April 30, 2018 / Comments Off on When You Don’t Feel Like It

One of my favorite books in the self-help section is The War of Art by Steven Pressfield. In it, he names something called The Resistance. It’s in all of us. It’s a voice that speaks from fear and tells us not to do things that may be scary, or uncomfortable, or challenge ourselves. Sometimes we…

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Building Your Revenue Strategy: Getting Serious About Selling Your Expertise

By Liston Witherill / April 30, 2018 / Comments Off on Building Your Revenue Strategy: Getting Serious About Selling Your Expertise

Building a Revenue Strategy: Getting Serious About Selling Your Expertise About This Webinar Are you consistently taking actions that are likely to produce revenue? It’s a question I ask all of my clients. If you don’t have an answer, you’re not alone. In fact, you’re in the majority. If you do have an answer, passive…

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My Full Time Job

By Liston Witherill / April 29, 2018 / Comments Off on My Full Time Job

I don’t have a job per se. Well, at least not a singular full time job. I remember the days when I would show up daily to achieve the goals laid out for me in a job description. In one sense, this felt like a full time in gig in that I had to put…

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The Buyer’s (Guided) Journey

By Liston Witherill / April 28, 2018 / Comments Off on The Buyer’s (Guided) Journey

When it comes to marketing, one of the most important concepts is The Buyer’s Journey. It posits a basic idea: people who buy from you go through a process that initiates the first idea to make a change, and a course of actions eventually lead them to buy something. Selling is a bit different. Rather…

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That Time I Gave Too Much

By Liston Witherill / April 27, 2018 / Comments Off on That Time I Gave Too Much

I recently gave too much. I didn’t think it was possible, but it happened. Here’s the scenario: I offered a deal to a few loyal clients who’ve been with me since the very beginning of my business. They were with me before others were willing to take a chance on me. I want to show…

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Running Fast and Breaking Stuff

By Liston Witherill / April 26, 2018 / Comments Off on Running Fast and Breaking Stuff

I’m not afraid to admit that the faster I run, the more I break. It comes with the territory. There’s a tradeoff we all face in our businesses: edging up against perfection and spending an inordinate amount of time getting it there, or making things “good enough,” shipping them, and seeing what happens. In an…

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The Value Equation, Part 2

By Liston Witherill / April 25, 2018 / Comments Off on The Value Equation, Part 2

Value can’t be observed on a binary “did it work” or “did it fail” spectrum. There’s another, related question: how much did it work or fail? For some, working may mean “a measurable improvement over the current condition.” For others, working may mean “an improvement of at least 100%.” The two scenarios couldn’t be more different. When…

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What to Do When It’s Busy

By Liston Witherill / April 24, 2018 / Comments Off on What to Do When It’s Busy

Be thankful. When I’m busy in my business, I’m thankful. I appreciate that so many clients have entrusted me to help them with their businesses. I appreciate that I can have a deeper impact. I appreciate that I’m lucky enough to be busy, when so many struggle. If you ever get busy because you have…

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Change Is Certain, Progress Is Not

By Liston Witherill / April 23, 2018 / Comments Off on Change Is Certain, Progress Is Not

This week I spent quite a bit of time working on my business infrastructure. In particular, I spent many hours working out the kinks in my CRM and email marketing. The results are marginally better than before. It’s reminded me of something: change is certain, progress is not. Certainly things will be different one, three,…

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The Closing Fallacy

By Liston Witherill / April 22, 2018 / Comments Off on The Closing Fallacy

There’s a disturbing myth going around in consulting sales. It goes like this: “I’m no good at selling because I don’t know how to close.” Let’s dig into that. There’s an assumption that a moment in time – “the close” – determines the success of your sale. Not true. Many moments add up to the…

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