LI-2023
LinkedIn Posts Jan-Dec 2023.
4 tips for consultants wanting to win high-fee projects in Key Accounts.
4 tips for consultants wanting to win high-fee projects in Key Accounts. Key Account development is strategic. I've found getting into big businesses requires strong stakeholder relationships. To develop these I had to show off my value-creation abilities. If you want consultancy revenue growth with Key Accounts here
Put yourself in the client's shoes.
Put yourself in the client's shoes. See the world through their eyes. Ask yourself: ⦿ What are their biggest challenges? ⦿ What are they trying to achieve? ⦿ What are their concerns?
I see experts give up trying to get into big companies.
I see experts give up trying to get into big companies. Yet my experience there are high rate lucrative projects - the crumbs left by the big boys - to be had. You just have to learn to navigate the entry barriers. What frustrates you most about selling to corporates?
Practitioners Waste Precious Sales Time ...
Many Entrepreneurial Practitioners Waste Precious Sales Time Because They Don't Qualify With Intent I'll be the first to admit: I've burned countless hours on leads that were never really leads at all. Qualification is the key to winning great projects and growing your reputation.
Asked about your motivation...
Asked about your motivation and goals for creating ... What would you say?
The 4 traits that make B2B consulting sellers worth their weight in gold.
The 4 traits that make B2B consulting sellers worth their weight in gold. #1. They have the intellect to navigate a client’s complex issues and solutions #2. They’re not just ‘order takers’ they know how to overcome a client’s self diagnosis and commodity ‘spec buying’ #3. They
Pain points, needs, challenges are important.
You probably agree understanding the target audience's pain points, needs, challenges etc is important. all tell you that, right? Putting yourself on the spot right now. What are those pain points, needs, and challenges? Go on, tell me😜
Make sales follow-ups specific.
Make sales follow-ups specific. Don't just say you're checking in. Keep adding value. And help buyers make decisions.
Nothing real happens until somebody sells something.
Nothing real happens until somebody sells something. That's the grizzly truth. My grandson and I had discussed the entrepreneurial nature of selling over dinner. I'd told him the Tom Sawyer whitewashing the fence story. I'd explained the three big realisations I had moving from
Easiest way to differentiate yourself?
Easiest way to differentiate yourself? Offer clients a 'wow' experience. How? Reduce time spent on internal stuff and nonsense. Invest time designing exceptional client meetings.