Words
Are you naturally a “can kicker” or “wheel greaser”?
Two phrases I recently heard made me think about influential stakeholders. Some take steps to avoid decision making. Others won’t stop until a decision is made. And, without being political, you may see this playing out at the highest levels. What are the phrases? 1. “Kicking the can down
A client's point of view. .
Look at all your communications from a client's point of view. Ask yourself, “Is this about them, or me?”
10 things to work on with your sales coach.
These are the game changers ... 1. Delegation to have more client development time. 2. Mindset to win a bigger project. 3. Provocative questions to ask with ease. 4. Emails that get to the point and prompt action. 5. Productive lifetime relationships. 6. Plan for an exceptional client meeting. 7. Stop
10 things to work on with your sales coach.
10 things to work on with your sales coach. These are game changers ... 1. Delegation to have more client development time. 2. Mindset to win a bigger project. 3. Provocative questions to ask with ease. 4. Emails that get to the point and prompt action. 5. Productive lifetime relationships. 6.
The simple action plan for consultancy business developers.
* Weekly - Reach out to 5 connections (3 existing / 2 new). * Monthly - Research and publish a point-of-view article. * Quarterly - Go to a conference potential clients attend.
Simple action plan for consultancy business developers.
2023 simple action plan for consultancy business developers: + Weekly - Reach out to 5 connections (3 existing / 2 new). + Monthly - Research and publish a point-of-view article. + Quarterly - Go to a conference potential clients attend.
You don't become great overnight.
It struck me as strange for a while. Big tech firms train sales people in ‘consultative selling’. And consultancy firms train consultants in ‘solution selling’. That’s just something to think about. You don't become great overnight. This week I finished building a new staircase. It’s one
Leaders: you must get a firm's sales culture right.
Firms spend gazillions on training for 'consultative selling'. Yet have a culture and systems that don't support that mindset shift. Something to think about.
Culture and systems.
Firms spend gazillions on training for 'consultative selling'. Yet have a culture and systems that don't support that mindset shift. Something to think about.
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.