WEEKLY briefING

Free and delivered straight to your mailbox each Sunday.

 

ARCHIVE

  • How prospects view consultancy offers and value 
  • Business development snippets (for reflection) 
  • 5 ways to avoid the feast or famine cycle 
  • Seal the deal - a lesson in mental toughness 
  • What’s happening when a deal stalls? 
  • What is it you do? 
  • How counting to six improves your prospects 
  • Are your prospects dawdling? 
  • How do clients know you're any good? 
  • Selling as a team sport ... it's not what you think 
  • Schedule business development time 
  • Mirror, mirror on the wall ... 
  • Practice as a powerful tool for sales success 
  • What's the difference between understanding and empathy in sales? 
  • Build Your Dream Network by J. Kelly Hoey 
  • Which are the best books on selling consultancy? 
  • The relationship frame and business development hokum 
  • How to alienate prospects 
  • The secret of the puppy dog sale 
  • Going against gravity 
  • Are you interesting, or interested? 
  • The power of simple listening 
  • Are you doing value-subtraction? 
  • How many £20/hour tasks are you doing? 
  • Can this executive buy? 
  • It's worth paying attention to attention 
  • Are you problem solving, or creating? 
  • How do I talk to top executives? (aka the C-suite) 
  • That resistance you feel 
  • Stop selling the process 
  • Have the courage to say no. 
  • 4 ways to quickly add value 
  • 3 common mistakes in first meetings 
  • Let's meet and catch up 
  • 10 decisions clients make before buying consultancy 
  • Mentoring or Coaching 
  • 10 tips for tenacious follow up on emails 
  • Sorry I dozed off reading your email 
  • Lessons from editing prospecting emails 
  • Confidence tricks 
  • How to enthuse clients about your consultancy offer ... more  
  • How to enthuse clients about your consultancy offer   
  • Top of mind consultants 
  • Painting by numbers isn’t art 
  • It was 20 years ago today ... 
  • 4 signs a prospect relationship is going nowhere 
  • Meetings with senior level decision makers 
  • Why revenue and profit are rubbish metrics 
  • Do it right 
  • Be selective. Be directive. 
  • First Seven Jobs 
  • Getting it 
  • How permissive are your clients? 
  • Leave things behind 
  • Step out of the content 
  • Why objection handing doesn't work. And what you can do about it. 
  • Are you helping your client look good? 
  • What wine & zombies teach us about using 'cred-decks' to sell 
  • 13 provocations for consultants who sell 
  • Impact prospects with thinking sessions 
  • 10 questions to encourage clients to speak 
  • The myth of average 
  • What works. A lesson from business legend David Ogilvy 
  • How to improve the odds of reaching prospects by email 
  • The single page quarterly sales focus 
  • The simple exercise that dramatically improves sales 
  • The devil in the detail 
  • The power of nothing 
  • A brief review that turns failures on their head 
  • 4 steps that will dramatically increase results from client meetings 
  • If someone speaks and nobody listens ... is that communication. 
  • How predictable is your performance? 
  • The biggest mistake groups make at strategy workshops 
  • Personal impact 
  • Selling is a game 
  • What to do when a deal stalls. 
  • Stop being a process junkie and become a client issue expert 
  • Erasing the discomfort of feast and famine in consultancy 
  • The sound of silence 
  • Are your C-Level executive conversations compelling or commonplace? 
  • Hello persuasion ... meet resistance 
  • The perils of consultant speak and how it kills sales 
  • How do you create desire for your consultancy? 
  • How consultants blow initial prospect meetings 
  • Will you use these 9 unusual questions to help you qualify and close? 
  • How to get an amazing email response - 5 lessons for consultants who sell 
  • Consultants: Are you working in a proposal factory? 
  • Permission to fail 
  • Are you a fact addict? 
  • Qualification is the secret sauce 
  • Ditzy receptionists, silent voicemail, and other sales prevention methods. 
  • Sloping shoulders and Teflon underpants 
  • Five things you can do today to overcome buying inertia 
  • Four fears that stop clients buying consultancy projects 
  • Work is difficulty and drama. 
  • Empathy before problem solving 
  • Steal this idea. How you can get good at working with others. 
  • Move over startups – Minimum viable product and the creative sale 
  • Flight from Shadow 
  • When should you not use your expert mind? 
  • Meetings don't need to be toxic 
  • How to beat the FUD factor, reposition your offer and win the complex sale 
  • What Big Blue taught me about fear, uncertainty and doubt 
  • How outcome framing put a mega-project back on track 
  • Here's a different approach to client intimacy 
  • How to make hard choices 
  • 3 simple tweaks to improve your initial meetings 
  • Before and After 
  • What are you talking about? 
  • Are your frustrated by crazy busy clients? 
  • Are you really listening?