Words
Leading transformational change takes courage and commitment.
Leading transformational change takes courage and commitment. If you’re not feeling those traits deep in your bones you’re probably a manager / order taker doing something generative, incremental … or keeping the status quo. While there’s nothing wrong with a bit of linear growth it’s not game changing
Getting top-table meetings.
An anecdote in Mack Hanan's book Consultative Selling offers a fantastic perspective on getting top-table meetings. Here's the snippet that changed my worldview: We scheduled a proposal meeting with Motorola. A letter was sent to the corporate vice president and director of group operations and services
How to save a ton of time.
How to save a ton of time. Actively identify the right clients and make sure you avoid the wrong ones.
Increasing your confidence
Here are two videos with a total of 10 minutes viewing time. Let’s start with The Gap and The Gain video. 🏋🏽♂️ I’ve found this simple concept incredibly useful for helping me build and maintain confidence in the progress I’m making toward my goals. When you start to
Are you ‘all in’ or ‘half assed’?
Are you ‘all in’ or ‘half assed’? To get to a higher performance level you’ll need to change what your doing. And probably not be content with tiny incremental changes each year. High achievers think bigger and bolder than that. A lot of people like the idea of growth.
Increase your chance of winning projects.
Increase your chance of winning projects by creating exceptional pre-sales experiences. That means investing time in thinking and getting ready. This preparation makes all the difference when you get face-to-face with the client. It's the difference that makes the difference.
Small behavioural changes.
Much easier than implementing grand strategies, small behavioural changes - such as listening actively and responding promptly to needs - can have a major impact on your influence with clients.
Stop pitching your add-on services to existing clients.
Stop pitching your add-on services to existing clients. Instead, here's a much better way to position your work ... and show your value in the process. Educate the client, so they understand the critical challenges they'll face soon. Then talk through potential solutions they might want to
How is your pipeline?
Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about their business problems and missed opportunities. Bring some fresh insights about what's important to their success. Make sure it's
4 ways to fail as a leader looking for revenue growth?
4 ways to fail as a leader looking for revenue growth? And some ideas on what to do instead ... Don't: 1/ Set unrealistic goals. 2/ Micromanage activity. 3/ Ignore team feedback. 4/ Forget to recognise success. Do: 1/ Make your purpose clear. 2/ Set clear expectations, standards, and