What you need to do is switch from convincing others, and rather, to stand in your conviction around what you know and why others should care. As such, we think you need to move on to the next evolution of sales.

You need to know more than the obvious answer to any given questions. You need to be able to create new insights and repurpose old insights so that they are relevant. This is thought leadership.

Write so that even someone new to your topic can comfortably follow your thinking and absorb your ideas.

At this stage it is important to go for quantity to ensure that you identify as many thoughts around a topic as possible — and you will then use the IP Snapshot process to add quality to the idea.

Their intellectual property needs to bring new thinking to a field of expertise.

In your practice, the primary focus is to think, sell and deliver.

You go from having the answers to being able to create the need.

Einstein said, ‘The problems that exist in the world today cannot be solved by the level of thinking that created them.’

As previously mentioned, we focus on launching a new cluster every 90 days. This could involve you either taking a message and targeting a new market, or developing a new message and targeting another market.