Words
Sales aversion syndrome.
Sales aversion syndrome. And the knowing-doing gap. A friend said sales skills take time to develop. My response - or alternatively no time at all 😀 The skills are easy-ish. The strategies are simple-ish The emotional resistance is hard. Overcoming sales aversion starts with believing in your mission, your service’s
The Weekly Reframe #12
3 things that made me think differently and why they matter. 1/ Notice Yesterday was Valentine's Day. The price of flowers, especially red roses 🌹, can be 100% higher on 'the day' than off-peak in March. Some call it supply and demand. True, but incomplete. Prices fluctuate
How much utilisation are you prepared to forfeit to invest in growth?
How much utilisation are you prepared to forfeit to invest in growth? Not the coaching investment (although that's important). The earning potential lost from delivery because you prioritised business development. You can't spend a team's time twice. So that investment means making a choice.
Exceptional results.
How do you get exceptional results? 0:00 /0:20 1× That’s a question natural curiosity begs. If you’re wanting to become a high achiever. Or you can just walk on by. Not really noticing at all. How does an athlete finish first? How does a top chef
The Weekly Reframe #11
All change. 1/ I'm now hosting my work on the Ghost platform. The complete archive of my words over the last 10 years is now at www.clives.work 2/ You'll notice this brief comes from a different email [email protected] - you may
If you run a consulting firm, “Jack of all trades” is killing sales.
If you run a consulting firm, “Jack of all trades” is killing sales. Look, if you’re building a house, you don’t ask the architect to do the brickwork. You don’t ask the plumber to be project manager. You hire the right trade for the job. Clients think
Customer research
Just had to repost this - it’s a gem. Consultants take note. Read between the lines. Everything you need to know about customer research excellence is here. Do this and deeply understand the situation - before anything else. Why BYO Cups Don’t Work June 2021 “We’ll design
The single metric
If I had just one metric, to predict a firm’s future, it would be conversations. Not just any conversation. Project conversations with decision influencers And budget holders. How many conversations must you have daily, weekly, monthly, annually to make your number? Track them. Be accountable. Design your future.
If I had just one metric to predict a firm’s future...
If I had just one metric, to predict a firm’s future, it would be conversations. Not just any conversation. Project conversations with decision influencers and budget holders. How many conversations must you have daily, weekly, monthly, annually - to make your number? Track them. Be accountable. Design your future.
The lack of wanting
Yesterday I had a conversation about how some people just seem to have a ‘lack of ‘wanting’ when it comes to careers. Wanting - meaning the striving and drive for something. For example they’ll say they want a promotion … but fail to use their initiative, or take on more