Ideas seldom sell themselves. In fact, the bolder the idea, the more it needs selling. Fresh ideas challenge people to let go of old ideas in order to embrace the new ideas. Selling helps that happen.

To connect with decision makers, we need to present ideas in their language, not ours. Know their business. Talk with them, not at them. Otherwise, they can't hear us when we speak.

Creativity isn't for sissies. It takes guts to hold up ideas for people to criticize, reject or ignore. But the possible pain is worth the potential payoff.

When presenting ideas, help decision makers get past their myopia. It's easy for clients to say no to an idea right in front of them. But if they can visualize your idea's future value, they'll have an easier time saying yes.

When deciding between giving a longer or shorter presentation, pick shorter. 'I wish you had talked longer' are six words you'll seldom hear from audiences.

Decision makers aren't interested in our pain. They're interested in their pain. They accept or reject ideas based on whether or not they think we understand their painful problems and have the ability to solve them.