Words
Sales Process Effectiveness
Sales Process Effectiveness The six tests ... ↗ - Win rate. - Average deal size. - Forecast Accuracy. ↘ - Operational issues. - Time to sell. - Acquisition costs. How do you improve sales performance? ::-:: ✍️ Comment: too simple? ♻️ Share if you're a sales achiever.
The easiest consultancy sale...
The easiest consultancy sale ... ... more work in key accounts. Don't neglect those relationships. Nurture them with care. Don't make things transactional. Offer a remarkable experience. How? Bringing new ideas to the table. Projects to help them succeed. You already have the track record, and connection ... focus
What did you try this week that's different?
Just take a moment to answer this question. What did you try this week that's different? And I'm not meaning eating Hákarl (although kudos if you did). I'm meaning a different way to have impact or influence. Most candidates applying for coaching haven'
How to use case studies.
If you're a business builder use case studies to: 1/ Frame your expertise. 2/ Bring solutions to life. 3/ Demonstrate results and value. 4/ Show real-world relevance. 5/ Engage with storytelling. 6/ Be highly memorable. Case studies are powerful tools for influence.
Delayed sales and projects. Disempowering to blame the economy?
Delayed sales and projects. Disempowering to blame the economy? Take action to unstick deals. Look at the mindset of successful sellers. 🛑 Stop being an order taker. 🥇 Start driving and facilitating decisions. Treat buying decisions like mini-projects. Agree a timeline, actions and responsibilities. This won't change the economic situation.
The checklist for navigating consulting deals.
The checklist for navigating consulting deals. ✅ Expertise acknowledged. ✅ Know what success is. ✅ Convincing case studies presented. ✅ Project funding discussed. ✅ Value of solution positioned. ✅ Different price point options. ✅ Client risk concerns mitigated. ✅ Understand selection process. ✅ All the decision-makers criteria addressed. ✅ Compelling business case written. Think about these as a deal evolves.
Why daily business development grind is important ...
Why daily business development grind is important ... You'll notice a pattern in consultants who are great business builders. They all take time - every day - to do some form of client nurturing. Every day. No excuses. Proper connection. They prioritise time to work on their business. That&
Do small daily actions lead to unpredictable outcomes?
This week, I've been struck by how small daily actions can lead to unpredictable outcomes in consultancy business development. What got me on track was these two examples of networking: Example #1 A change management consultant decided to try something different: they wrote a daily email to respected
Leaders: the smart alternative to Customer Satisfaction Survey invitations ...
We all get these in our inbox. The idea behind them is to get feedback, see how your team is doing, and make improvements where necessary. I'm guessing most customers - like me - ignore them. Tips for finding ways to get better ... Don't: -- Rely
Leaders: the smart alternative to Customer Satisfaction Survey invitations.
Leaders: the smart alternative to Customer Satisfaction Survey invitations ... We all get these in our inbox. The idea behind them is to get feedback, see how your team is doing, and make improvements where necessary. I'm guessing most customers - like me - ignore them. Tips for finding