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Random
Which are the best books on selling consultancy?
How predictable is your performance?
We Avoid Hype …
How to sow seeds in a recession
3 ways to handle broadcast behaviours
The Brief
23-04-22
Part 3: How to make closing comfortable
17-04-22
Part 2: Why is closing a concern for consultants?
10-04-22
Part 1: What concern about selling comes up most for consultants?
03-04-22
Why you should bring more inquiry into conversations.
31-03-22
What about managing your broadcast behaviours?
19-03-22
3 ways to handle broadcast behaviours
13-03-22
What is it about ‘broadcast people’?
06-03-22
The touchstone in context
27-02-22
Touchstone
20-02-22
What happens when you start initiativ-ing?
13-02-22
We Avoid Hype …
06-02-22
Danger Zone Guesswork
30-01-22
The How And When Question
23-01-22
This Quote Is So Good
16-01-22
Insight and Empathy
09-01-22
Referability Habits
04-01-22
A thought for the first business day of 2022.
12-12-21
How to get better at business development – Strategy #3.
05-12-21
How to get better at business development – Strategy #2.
28-11-21
How to get better at business development – Strategy #1.
27-11-21
Business development and consultancy growth
26-11-21
Getting on the bandwagon … without questioning the bandwagon.
14-11-21
Are you building trust right from the start of client meetings?
07-11-21
Who do you want to meet?
31-10-21
Steal this interview and questions. Then figure out how they work.
17-10-21
How to get unconsidered issues onto the client’s agenda.
12-07-21
Some thoughts on referrals.
05-07-21
Influence without selling …
27-06-21
The client is the crib sheet
20-06-21
Subtraction and consulting skills
15-06-21
Three consulting skills …
13-06-21
Straight-talkers build client confidence.
06-06-21
A long time ago in a galaxy far, far away …
05-06-21
Pareto Principle is the ultimate performance hack.
16-05-21
A big mistake leaders make with their team
02-05-21
Are you building a consulting business, or a practice?
04-04-21
The first sign you’re a trusted consultant
28-03-21
Can I get some Valium?
21-03-21
Do you short change yourself?
14-03-21
The extremes of buying consultancy
06-03-21
The dangers of different and similar
05-03-21
Communicate what you do better than anyone else (an exercise)
02-03-21
What to do with thinking time
08-02-21
The ‘big cheese’ request algorithm.
31-01-21
Are your clients seeking or shirking?
24-01-21
Show don’t tell … or go to hell
17-01-21
I’m kind and work hard … you should marry me
10-01-21
The practice before the outcome
08-11-20
Were the sleeves of his coat rolled back?
01-11-20
Getting paid what you’re worth
27-10-20
Thought Leadership – in less than two minutes
25-10-20
The best sales letter ever written
18-10-20
An unusual perspective on knowledge-work
11-10-20
Rapport factors you shouldn’t ignore
04-10-20
The challenge of creation in a problem solving world
20-09-20
Going from okay to excellent
13-09-20
3 habits to make yourself a better consultant
06-09-20
How to sow seeds in a recession
29-08-20
Now tell me what you really think
05-07-20
Uselessly vague prospecting
28-06-20
Are you an empathic authority?
21-06-20
Reboot your network
14-06-20
Here are the reasons clients don’t want your consulting …
28-05-20
Jumping in too early.
27-05-20
What’s really going on
26-05-20
The single most important thing to do
25-05-20
Consultancy is just a means to an end
24-05-20
Living with extremely high-drive individuals
22-05-20
What does good look like?
20-05-20
Avoiding the gravitational pull of black hole communication Part II
04-04-20
Before and after
02-04-20
Superconnect by Richard Koch & Greg Lockwood
25-11-19
One free app – 7 questions – personal status update
18-11-19
Leave something for the client to say
29-10-19
3 reasons ‘ghosting’ happens after you’ve sent a consulting proposal
09-10-19
Is “attraction marketing” the best way to find new clients?
17-06-19
Avoiding the gravitational pull of black hole communication
12-06-19
4 rules for reaching out to executives
18-05-19
7 ideas for improving your sales performance
12-05-19
Message management
25-04-19
My Weekly Review
03-12-17
Who do you want to meet?
19-11-17
The sky is falling!
12-11-17
Food for thought (or at least to drink)
05-11-17
Staying sane in the mad world of sales prospecting
29-10-17
4 things to do to improve next year’s sales
22-10-17
They’re just not that into you
15-10-17
How do you start a sales sprint?
08-10-17
Package your message like a zombie attack consultancy
01-10-17
Stretching sales performance targets
24-09-17
How to do a rough-cut sales analysis
17-09-17
Why inequality is good for sales
10-09-17
Patterns, distinctions, and demonstrating authority
03-09-17
Before you send that email – a quick checklist
02-07-17
How prospects view offers and value
01-07-17
Business development snippets (for reflection)
30-06-17
5 ways to avoid the feast or famine cycle
29-06-17
Seal the deal – a lesson in mental toughness
25-06-17
What’s happening when a deal stalls?
17-06-17
What is it you do?
11-06-17
How counting to six improves your prospects
04-06-17
Are your prospects dawdling?
28-05-17
How do clients know you’re any good?
21-05-17
Selling as a team sport … it’s not what you think
14-05-17
Schedule business development time
07-05-17
Mirror, mirror on the wall …
30-04-17
Practice as a powerful tool for sales success
23-04-17
What’s the difference between understanding and empathy?
02-04-17
Build Your Dream Network by J. Kelly Hoey
19-03-17
Which are the best books on selling consultancy?
12-03-17
The relationship frame and business development hokum
05-03-17
How to alienate prospects
26-02-17
The secret of the puppy dog sale
19-02-17
Going against gravity
12-02-17
Are you interesting, or interested?
08-02-17
The power of simple listening
01-02-17
Are you doing value-subtraction?
29-01-17
How many £20/hour tasks are you doing?
22-01-17
Can this executive buy?
15-01-17
It’s worth paying attention to attention
10-01-17
Are you problem solving, or creating?
08-01-17
How do I talk to top executives? (aka the C-suite)
01-01-17
That resistance you feel
18-12-16
Stop selling the process
16-12-16
Have the courage to say no.
11-12-16
4 ways to quickly add value
04-12-16
3 common mistakes in first meetings
27-11-16
Let’s meet and catch up
21-11-16
10 decisions clients make before buying consultancy
20-11-16
Mentoring or Coaching
19-11-16
10 tips for tenacious follow up on emails
13-11-16
Sorry I dozed off reading your email
06-11-16
Lessons from editing prospecting emails
30-10-16
Confidence tricks
23-10-16
How to enthuse clients about your consultancy offer … more
16-10-16
How to enthuse clients about your consultancy offer
09-10-16
Top of mind consultants
05-10-16
Painting by numbers isn’t art
28-09-16
It was 20 years ago today …
18-09-16
4 signs a prospect relationship is going nowhere
12-09-16
Meetings with senior level decision makers
08-09-16
Why revenue and profit are rubbish metrics
28-08-16
Do it right
21-08-16
Be selective. Be directive.
14-08-16
First Seven Jobs
08-08-16
Getting it
31-07-16
How permissive are your clients?
24-07-16
Leave things behind
17-07-16
Step out of the content
08-07-16
Why objection handing doesn’t work. And what to do about it.
26-06-16
Are you helping your client look good?
19-06-16
What wine & zombies teach us about using ‘cred-decks’ to sell
12-06-16
13 provocations for consultants who sell
05-06-16
Impact prospects with thinking sessions
29-05-16
10 questions to encourage clients to speak
26-05-16
The myth of average
22-05-16
What works. A lesson from business legend David Ogilvy
11-05-16
How to improve the odds of reaching prospects by email
06-03-16
The single page quarterly sales focus
05-02-16
The simple exercise that dramatically improves sales
31-01-16
The devil in the detail
29-01-16
The power of nothing
23-01-16
A brief review that turns failures on their head
17-01-16
4 steps that dramatically increase results from meetings
14-01-16
Someone speaks and nobody listens … is that communication.
10-01-16
How predictable is your performance?
29-12-15
The biggest mistake groups make at strategy workshops
20-12-15
Personal impact
10-12-15
Selling is a game
04-12-15
What to do when a deal stalls.
27-11-15
Stop being a process junkie and become a client issue expert
20-11-15
Erasing the discomfort of feast or famine in consultancy
07-11-15
The sound of silence
31-10-15
Are your executive conversations compelling or commonplace?
23-10-15
Hello persuasion … meet resistance
16-10-15
The perils of consultant speak and how it kills sales
10-10-15
How do you create desire for your consultancy?
02-10-15
How consultants blow initial prospect meetings
24-09-15
Will these 9 unusual questions to help you qualify and close?
18-09-15
How to get amazing email responses – lessons for consultants
11-09-15
Consultants: Are you working in a proposal factory?
07-09-15
Permission to fail
04-09-15
Are you a fact addict?
27-08-15
Qualification is the secret sauce
21-08-15
Sales prevention methods and techniques
13-08-15
Sloping shoulders and Teflon underpants
07-08-15
Five things you can do today to overcome buying inertia
05-08-15
Four fears that stop clients buying consultancy projects
22-05-15
Work is difficulty and drama.
21-05-15
Empathy before problem solving
10-04-15
Steal this idea. How you can get good at working with others.
03-04-15
Minimum viable product and the creative sale
01-04-15
Flight from Shadow
27-03-15
When should you not use your expert mind?
23-03-15
Meetings don’t need to be toxic
19-03-15
Beat the FUD factor and reposition to win the complex sale
06-03-15
What Big Blue taught me about fear, uncertainty and doubt
27-02-15
How outcome framing put a mega-project back on track
13-02-15
Here’s a different approach to client intimacy
20-01-15
How to make hard choices
08-09-14
3 simple tweaks to improve your initial meetings
02-09-14
Before and After
26-08-14
What are you talking about?
08-08-14
Are your frustrated by crazy busy clients?
06-08-14
Are you really listening?