The Brief
Food for thought (or at least to drink)
Do you remember proper milk?
As a child my grandparents lived next door to a dairy farm and we’d
Words
The Brief
Staying sane in the mad world of sales prospecting
I meet a lot of consultants who get extremely frustrated by the prospecting process. The things which they’d like
The Brief
4 things to do to improve next year’s sales
These can be done at any time of year, but starting at the run up to year end makes a
The Brief
They're just not that into you
You know those suspects and prospects? The ones you're chasing. You've sent them several emails, left
The Brief
How do you start a sales sprint?
How do you start a sales sprint?
Just choose one aspect of your sales process to accelerate. You can achieve
The Brief
Package your message like a zombie attack consultancy
Here's a formula for articulating what you do, what it means for the prospect, and why that'
The Brief
Stretching sales performance targets
A previous brief explored how a rough-cut sales analysis is used to identify business development risks and opportunities.
Now we&
The Brief
How to do a rough-cut sales analysis
For most consulting firms sales analysis comprises deals won / sales revenue / target.
This absolute, binary, success/failure measurement is lacking.
The Brief
Why inequality is good for sales
It's politically correct to treat people equally. That may be a good thing for society, it's
The Brief
Patterns, distinctions, and demonstrating authority
It all started with my English Language exam failure. English wasn't my best subject and although I’d
The Brief
Before you send that email - a quick checklist
It's the most prolific form of business communication. Yet none of us got taught how to write email
The Brief
How prospects view offers and value
Information is cheap. Let's face it everything clients need to know is out there in plain view now.
The Brief
Business development snippets (for reflection)
Here are some snippets I offer clients. Slow down as you read the list and you’ll probably notice a
The Brief
5 ways to avoid the feast or famine cycle
a.k.a. Business development when you’re crazy busy with delivery
I regularly have conversations with consultants who are
The Brief
Seal the deal - a lesson in mental toughness
There’s a key distinction between professional sales people and order takers. The professionals aren’t afraid to push a
The Brief
What’s happening when a deal stalls?
When one of my mentoring clients asks me about a deal that’s stalled I recommend they go ‘back to
The Brief
What is it you do?
There are 4 common mistakes consultants make describing what they do.
The identity parade
“I’m an interventionist not an
The Brief
How counting to six improves your prospects
You’ll know from previous articles that asking questions and listening to answers are two of the most powerful tools