The Brief
Are your prospects dawdling?
When a prospect dawdles it's because they don't have a sense of needing to take urgent
Words
The Brief
How do clients know you're any good?
People are judging things (you) all the time. You’ve probably heard people say that they don’t trust men
The Brief
Selling as a team sport ... it's not what you think
We think of team selling as a bunch of consultants working together to win a client, usually lead by a
The Brief
Schedule business development time
Whatever is written in your diary today is going to pretty much reflect how you'll invest your time
The Brief
Mirror, mirror on the wall ...
Do you take time to reflect on your performance?
If you don't, now is a good time to
The Brief
Practice as a powerful tool for sales success
Pick a single new sales behaviour you want to practice and commit yourself to do something every day, for the
The Brief
What's the difference between understanding and empathy?
"When I raise the notion of empathy, she dismisses it as being “a very ‘today’ word” (she prefers understanding)
The Brief
Build Your Dream Network by J. Kelly Hoey
Great book about having a purposeful networking mindset. Make sure people know the right things about you. Know how you
The Brief
Which are the best books on selling consultancy?
"Which are the best books on selling consultancy?" she asked.
"There are lots out there." I
The Brief
The relationship frame and business development hokum
There’s a lot of business development hokum out there, especially when it comes to ideas on how best to
The Brief
How to alienate prospects
I have an exclusive, priority email address. I only give it to people I know, like and trust.
This week
The Brief
The secret of the puppy dog sale
I know. The headline reads more Enid Blyton than sales story. Perhaps more on writing headlines next week ... until then
The Brief
Going against gravity
It's hard to do, but escaping the gravitational pull of delivery work is important if you're
The Brief
Are you interesting, or interested?
As a consultant you've probably felt the pressure to impress clients. Here are some of the patterns I
The Brief
The power of simple listening
Earlier this week I was given a 'damn good listening to'. There was something big playing on my
The Brief
Are you doing value-subtraction?
Last week someone hijacked my weekly nugget of wisdom. They turned the concept I wrote about into a full length
The Brief
How many £20/hour tasks are you doing?
You know what I’m talking about, those jobs where you find yourself thinking “why am I doing this” ... but
The Brief
Can this executive buy?
Some executives have the power to make decisions.
Others evaluate and make recommendations for their boss to consider.
These recommenders