Words
Spend time with 'middles' in big companies.
Spend time with 'middles' in big companies ... To gather information. Just know it's always 'tops' who have the power. 'Middles' can say no, but usually can't say yes. 'Tops' can say yes, or no. 'Middles' recommend
Getting business meetings in a recession.
Getting business meetings in a recession. Executives are always 'sick and tired' of something. Your job is to turn that frustration into an imperative. How do you do that? 1/ Figure out what the 'sick and tired' is. Understand its impact on the executive. That might
Create an exceptional experience and you differentiate your practice.
Create an exceptional experience and you differentiate your practice. Fortunately most consultants won’t take time to do this. So if you do you'll stand out ... head and shoulders.
Top sales performer - two years running
When the best get better Currently I'm coaching a group of consultants in a small firm to build more productive networks. We've named this initiative The Networking Quest. If you're interested in doing something similar please get in touch. As with many things like
Create an exceptional experience ...
Create an exceptional experience and you differentiate your practice. Fortunately most consultants won’t take time to do this. So if you do you'll stand out ... head and shoulders."
Stop interrupting me.
Ask a precise question ... then shut up. Clients want to talk ... don't get in their way. STOP INTERRUPTING.
When coaching ambitious people, remember this.
They want productive conversations ... not just mental stimulation.
Sales theory is all well and good but this is more fun and productive.
1/ Identify a high-value, high payoff client development activity. eg. You want a better sales meetings, so experiment with: * Building rapport and trust. * Talking while sketching out a 2x2 framework. * Asking provocative questions (with precision). * Explaining your point-of-view clearly. * Giving other people attention and listening. Each of these can form
Some consultant's careers get stuck ...
Some consultant's careers get stuck, because they focus too much on their job role, and not enough on their client's business issues. IT consultants are guilty of this when they lead with a technology expertise … I'm an < SAP, Salesforce, Oracle, Azure AWS, etc
Getting business meetings in a recession.
Getting business meetings in a recession. Executives are always 'sick and tired' of something. Your job, turn that frustration into an imperative. How do you do that? 1/ Figure out what the 'sick and tired' is. Understand its impact on the executive. That might be financial,