Yes, negotiate hard. But you have to know when to call it. If you squeeze every penny you can out of every single client, you’ll quickly burn through all of your good will. If you’re the guy who doesn’t know when to quit negotiating, you’re going to wear everyone down and pretty soon nobody will want to do business with you. In this episode, I reveal my philosophy about how to know when to stop negotiating. It’s pretty simple but it’s very important. I also discuss the difference between a story pitch and a data pitch and how to tell which one you’ve got.

You speak, they listen, right? Doesn't matter if it's a business meeting, sales presentation, education seminar, Ted Talk, or speech. Your job is to speak. But those listening will start to tune out, fade away and get distracted. How do you break up a presentation or sales pitch to keep the audience interested and engaged? I've found most people do this wrong. In this episode, I speak with Jim Davies, the author of Riveted, about the science of giving the perfect presentation. These research-based strategies are sure to improve your next speech or pitch.

In my two businesses, I've sent 25 million emails. Along the way I've learned a lot about how people respond, and have discovered there are two key ingredients that cause people to open, read, and respond to an email: social relevance and problem relevance. In this episode, I break down a simple formula you can use to apply these ingredients to your emails and send your response rates through the roof. When I really need an email to be read and responded to by a sales target, my response rates are 70%+.