Words
Focus on problems, not solutions, to self-source new projects
If you hang out with me for any length of time you'll hear me talk about Sales Conversations and Marketing Conversations. In essence Marketing Conversations are dialogues between a consultant and a client, the desired outcome of which is to uncover a worthwhile project to work on. And
How likely are you to close that opportunity you’re working on?
How likely are you to close that opportunity you’re working on? This week, I’ve conducted deal reviews with several clients. We’re one month into 2024, and clients have already postponed projects to the next quarter. That’s not good. We review the likelihood a deal closing by
The people who most influenced my performance offered tough love.
The people who most influenced my performance offered tough love. Their perspectives were candid and often painful to receive. But I was left with no illusion what good (and excellent) looked like. And where I was falling short. If you’re ambitious I strongly advise you put your sensibilities to
7 things I got from my sales mentors.
7 things I got from my sales mentors: 1/ Pushed me to exceed my status-quo current performance level. 2/ Set higher benchmark and challenges for me to achieve more, faster. 3/ Helped me turn failure into feedback and learning. 4/ Developed my awareness of stakeholder motivations. 5/ Raised my understanding
4 decades of mistakes I've made talking with clients
This week makes my 45th year in business. I started my career as a graduate trainee with International Computers Limited (ICL) and could never have predicted I'd end up here. The week also marks the end of my 2nd month living in Ireland. I've had a
Always interested to read what others have to say about selling …
Always interested to read what others have to say about selling … especially expertise based services. But I find much guidance up at the stratospheric ‘become a trusted advisor’ level or ‘define your niche / ideal client / value proposition ’. Yawn! None of that makes you better at selling. It isn’t sales.
Two of my favourite book titles.
Two of my favourite book titles: You Can't Teach a Kid to Ride a Bike At a Seminar If You Don't Have a Plan, Stay in the Car
Partnering with clients
Dynamics - between advisor and client. That's the subject this week. That delicate balance of authority and collaboration. How can we apply our specialist know-how and skills to guide clients ... without taking over the agenda? The best approach is to follow the client's lead, shaping collaboration
Values in action
This week I got a letter (yes, in the post). In the top left hand corner it had the words "Dedicated to excellence". Now I don't know about you, but when I see something like that my inner critic kicks in with things like: "If
How much effort and time did you invest in business growth last week?
Do you have the feeling 2024 is going to be a tough one? That’s the vibe I’m getting from some prospects. They’ve talked themselves into hunkering down to survive. On the other hand some of my clients are going into 2024 with a strong sense of purpose.