Words
If the price of flowers 🌹today doesn't convince you that value (and therefore price) is fluid ... no...
If the price of flowers 🌹today doesn't convince you that value (and therefore price) is fluid ... nothing will. Value-based pricing works ... when you create the right context. What other examples have you experienced?
Practicing the ‘in-the mud’ work improves results ...
Last week I was reminded how often ideas for consultancy growth can look very good on paper … but in reality don’t translate into business results. It’s a bit like the big fat strategy reports produced by the largest consultancy firms. Insightful perhaps but lacking the ‘in-the mud’ details
Growth comes in response to a challenge.
Growth comes in response to a challenge. Yet, too many of us live firmly inside our comfort zones. What would make you change today?
The best way to develop influence with C-level executives?
The best way to develop influence with C-level executives? Deliver value for them, their team, or their organisation. That's how.
How often do you let your clients off the hook?
How often do you let your clients off the hook? Here's an example of what I mean from the field of sales consulting... This is what a nicey-nicey sales performance conversation sounds like … “So let me check that I understood what happened correctly … You secured the meeting with
How to get better.
How to get better. Improve the quality of your client conversations.
Marketing is a warm-up act.
Marketing is a warm-up act for better sales conversations. What do you think? 😈
Stop talking about your methodology and service.
Stop talking about your methodology and service. Start talking about the client's business. Why? Because C-Level executives live and breathe their business. You know how parents like to talk about their children. It's the same thing. C-Level executives are not interested in your pitch or process.
Selling as a team sport … it's not what you think
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 led by a senior partner. This post isn't about that. What if you got close enough to your prospects
Before you send that email...
Before you send that email – a quick checklist It's the most common form of business communication. Yet we weren't taught how to write emails at school. So we get emails with long, unstructured prose. Content that combines chit-chat with management speak. “𝘐 𝘩𝘰𝘱𝘦 𝘵𝘩𝘪𝘴 𝘧𝘪𝘯𝘥𝘴 𝘺𝘰𝘶 𝘸𝘦𝘭𝘭 … 𝘣𝘭𝘢𝘩 𝘣𝘭𝘢𝘩” “𝘐𝘵'𝘴 𝘢 𝘸𝘪𝘯-𝘸𝘪𝘯, 𝘥𝘢𝘵𝘢-𝘥𝘳𝘪𝘷𝘦𝘯, 𝘱𝘢𝘳𝘢𝘥𝘪𝘨𝘮 𝘴𝘩𝘪𝘧𝘵. 𝘞𝘦 𝘴𝘩𝘰𝘶𝘭𝘥 𝘩𝘢𝘷𝘦 𝘢 𝘤𝘩𝘢𝘵 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵.” For me,