STARTING LINE Good morning (assuming you opened this as soon as you saw it)...I'd like to ask a favor. When you've finished reading, I'd really appreciate it if you'd : Forward this email to someone who might benefit from its emphasis on asking better questions. This newsletter is designed to help salespeople who just aren't figuring out what they need to close the deal, communications teams struggling to develop a more compelling corporate story, and corporate leaders who can't figure out...
27 days ago • 2 min read
STARTING LINE Over time, small-to-mid-sized companies accumulate much of what I call "brand garbage." There are remnants of logos, outdated posts, abandoned products and services, and messaging that applied five or ten years ago but no longer. Your website has become less intuitive for the visitor/customer. You get focused on other things to the point where you don't pay attention to answering your prospects' questions. Your case studies are old. You don't even know when a prospect stops...
about 1 month ago • 3 min read
STARTING LINE Quick reminder that I've got a survey to learn more about how this newsletter can help me help you. The average time it has taken readers to complete it is under three minutes. I helped a client last week whose most significant customer is up for renewal. She wanted help with questions she and her team should ask themselves (and the customer) during the early stages of the renewal. Allow me to share a few of them, keeping in mind these do have other applications than contract...
about 1 month ago • 3 min read
STARTING LINE Quick reminder that I've got a survey to learn more about how this newsletter can help me help you. The average time it has taken readers to complete it is under three minutes. I helped a client last week whose most significant customer is up for renewal. She wanted help with questionsshe and her team should ask themselves (and the customer) during the early stages of the renewal. Allow me to share a few of them, keeping in mind these do have other applications than contract...
about 1 month ago • 3 min read
STARTING LINE In the immortal words of Jerry Maguire, I'm asking you to "help me help you." I'd appreciate it if you'd answer a few questions about this newsletter -- including the areas where you could use help asking better questions. Based on other responses, it takes about three minutes and it will benefit both of usl. Thanks! I'll keep the rest of this short. My suggestion for the week is to consider the last time you updated your LinkedIn profile and look for places to make incremental...
about 2 months ago • 3 min read
STARTING LINE I'm going to eat my own dog food this week and ask you, in the immortal words of Jerry Maguire, to "help me help you." I'd appreciate it if you'd answer a few questions about this newsletter -- including the areas where you could use help asking better questions -- and about you, my subscribers. It shouldn't take more than 2-3 minutes and it will benefit both of usl. Thanks! I'll keep the rest of this short. My suggestion for the week is to consider the last time you updated...
about 2 months ago • 3 min read
STARTING LINE My friend Jake replied to last week's issue, asking, "Trying to tie it all together. .. What is the brand promise of Frictionless? Is it POLISH, or is that a way to hone my Core Competencies? Is it that the indefatigable person is the one who probes constantly? 'Questions' are your duct tape and bailing wire. They hold everything together. Ask yourself if that jumps from your content. It was a good question. Here's how I answered, with a few additions: Brand Positioning for...
about 2 months ago • 3 min read
STARTING LINE My friend Jake replied to last week's issue, asking, "Trying to tie it all together. .. What is the brand promise of Frictionless? Is it POLISH, or is that a way to hone my Core Competencies? Is it that the indefatigable person is the one who probes constantly? 'Questions' are your duct tape and bailing wire. They hold everything together. Ask yourself if that jumps from your content. It was a good question. Here's how I answered, with a few additions: Brand Positioning for...
about 2 months ago • 3 min read
Welcome back to Frictionless, a weekly newsletter that helps readers Unleash the Power of Questions. STARTING LINE What does it take to turn yourself into a sought-after industry expert and drive visibility, trust, and revenues? It's certainly more than writing the occasional blog post, commenting on someone else's LinkedIn post with something like "Agreed" or "Congrats, or creating a LinkedIn Profile in the third person and showing readers job descriptions instead of impact. When was the...
about 2 months ago • 2 min read