Blog: persuasion

Is Discretionary Energy a Key to Your Business Success?

Bob Wiesner | Mar 06, 2017

Leaders and team members regularly enlist the help of colleagues.  Or should I say expect the help of colleagues.  Yet often, they don’t get...

“Even Life-Saving Innovations Don’t Sell Themselves”

Bob Wiesner | Feb 23, 2017

Growing your revenue, especially when facing the tough competition of a new business pitch, is tough without a great solution.  But a great product...

More Discomfort Means More Winning Pitches

Bob Wiesner | Sep 22, 2016

  Persuasion is a funny thing. On the one hand, we buy from people we like.  Often, “liking” comes from the perception that we...

One Overlooked Area of Differentiation

Bob Wiesner | Mar 23, 2016

Got a pain?  Having trouble pinpointing the cause? Maybe you’ve gone from doc to doc, including some alternative healthcare practitioners as well. Finally, you...

One Strategy that Leads to Better Pitches

Bob Wiesner | Jan 07, 2016

  So you’re not winning as many competitive new business pitches as you think you should.   You’re taking a good hard look at...

Is the Prospect Visiting? Four Must-See’s for the Tour

Bob Wiesner | Sep 07, 2015

  One of the key reasons I hear for a prospect tour of an agency or firm during the pitch process is for the...

What Do I Wear at My Next Pitch?

Bob Wiesner | Sep 07, 2015

  The title is a question I get all the time, and I’ve gotten for years.  There’s no surefire answer.  Ultimately, you dress in...

One Technique For More Powerful Pitch Visuals

Bob Wiesner | Jul 07, 2015

If you’ve been reading my posts, you know I firmly believe in the value of strong visuals.  I’ve made my case recently for foreshadowing your...

Is Playing It Safe a Sound Strategy for Pitching?

Bob Wiesner | Jul 06, 2015

It’s clear that most clients are risk-adverse.  This is especially true when they’re hearing new business pitches from multiple agencies.  They’ll seem to always...

Words Don’t Matter. Imagery Does.

Bob Wiesner | Jul 06, 2015

  Want to present or pitch more effectively?  Dump the tech-talk.  Trash the numbers.  Jump off the data bandwagon. Instead, learn the power of...