Selling new business is tough because you’re certain to ruffle feathers and upset some people. However, be assured, high-drive executives like to be challenged – providing it is done with respect and rapport. They are looking for people who bring fresh ideas, who are prepared to take risks, break through roadblocks, and show initiative.Read the post →
A collection of writing by Clive Griffiths.
What if there are only two reasons for hiring you? Because they probably are!Read the post →
“ … all of us hold on tightly to many things we don’t really have.”
This line from Patrick Rhone’s book – This Could Help – got me thinking about our attitudes toward pipelines, relationships, and services.Read the post →
Today’s challenge, for our time starved prospects, is the sheer volume of content and perspectives available to them. Blogs, videos, podcasts, infographics, articles, ebooks, case-studies … phew! How do they sort out what’s worthwhile from what’s not?
Just take a look at a big consultancy website you’ll find a jumble sale of insights to choose from. Craigslist is probably better organised if you’re looking to find something specific!Read the post →
Let’s think about before and after. That is, what was it like for clients before they used your services (or product) and what was life like afterwards? Here’s a couple of examples. Example 1: Business Accounts with Xero Before Xero I used Quicken 2000. My accounting workflow was a mess. I’d manually enter invoices from […]Read the post →