LI-2024
LinkedIn Posts Jan-Dec 2024.
4 ways to fail as a leader looking for revenue growth.
4 ways to fail as a leader looking for revenue growth. And some ideas on what to do instead: Don't: - Set unrealistic goals - Micromanage activity - Ignore team feedback - Forget to recognise success Do: - Make your purpose clear - Set clear expectations, standards, and
20 good reasons to NOT invest in sales coaching.
20 good reasons to NOT invest in sales coaching: 1. You won’t make selling a priority over delivery and other comfort zones. 2. You don’t recognise that you’re the barrier to sales success (currently). 3. You think selling is all about persuading clients to buy. 💪 4. You
All dogs are dangerous!
All dogs are dangerous! That statement is an example of one stop learning. Here's how it works. Jane was bitten by a dog. She generalises the experience and tells severyone . And people without experience of dogs believe her advice. So, now they believe all dogs are dangerous. They
When did you last change your mind about something big you believed to be true?
When did you last change your mind about something big you belived to be true? Yesterday, I came across an article saying cold outreach doesn't work for consultants. I found myself agreeing because I've heard that from lots of gurus before. They say it's
Want to woo a prospect away from another consultancy?
Want to woo a prospect away from another consultancy? Stop trying to differentiate by telling them how great you are 🥱 Start showing them how you will make a transition as smooth as silk 💁♀️ Why? The prospect is already talking to you … which means you’re in the frame. That well
Office banter has fallen out of favour a bit with modern sensibilities.
Office banter has fallen out of favour a bit with modern sensibilities. In my first IT job we (the professional systems engineers) referred to our sales team as 'reps' and the hardware engineers as 'fitters'. I found this 'shop floor' teasing made work more
Ultimate goal of marketing is increased sales, right?
Ultimate goal of marketing is increased sales, right? And with limited resources it’s important to place the best bets. Every time I run the numbers with consultants the same things come up. Over 80% of their projects are won from: - Current clients - Clients who move jobs -
The art of the visibility, without grandstanding.
The art of the visibility, without grandstanding. Change and sales have lots in common at the top level. Here are 3 practical ways to boost visibility: 1. Spotlight unconsidered needs. 2. Use tough questions to provoke breakthroughs 3. Offer your perspective as expert to bring quick wins For influence with
Good marketing gets you in front of the right person, with the right issue, at the right time.
Good marketing gets you in front of the right person, with the right issue, at the right time. Good selling does the rest. Without it you lose deals, or leave money on the table. And the best sellers are professional in everything they do. With skills like: - questioning, listening,
The best way to win consulting sales.
The best way to win consulting sales. Speak to people. Clients, prospects, influencers, and partners. I know … that sounds too simple. Look at your time last week. How much was talking with people about potential deals? How much was bullshit marketing activity? Useful perspective 👍