LI-2024
LinkedIn Posts Jan-Dec 2024.
Are you working in a proposal factory?
Are you working in a proposal factory? Working in consultancy, cold proposals for ITTs and RFPs can feel like a production line when you're: ⇢ Sending out for pizza 🍕 ⇢ Writing all through the night 🌙 ⇢ Submitting last minute via a portal 🤮 Cold proposals are a soul-crushing, ineffective way to sell.
Samantha McKenna on LinkedIn personal brand building.
I finally listened to Samantha McKenna on LinkedIn personal brand building. Samantha is the founder of #samsales consulting. She is an expert in sales, LinkedIn, and pipeline generation. I found lots of ideas here for anyone wanting to upgrade their LinkedIn game. I found the ones about engaging as well
𝗝𝘂𝘀𝘁 𝗰𝗮𝗹𝗹 𝘁𝗵𝗲𝗺 𝗮𝗻𝗱 𝗮𝘀𝗸.
Just call them and ask. That was my advice to a consultant on a coaching. He'd been ghosted after submitting a proposal. Prior to this the prospect had put pressure on him to respond quickly. This is something I hear ... a lot. ----- "I don't
Using a conceptual framework in conversations.
⏱ 𝗧𝗵𝗲 2-𝗺𝗶𝗻𝘂𝘁𝗲 𝗰𝗼𝗮𝗰𝗵 𝗳𝗼𝗿 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁𝘀. ⇢ Think about a recent conversation. ⇢ Which conceptual framework did you apply? ⇢ How did that influence the client's thinking and action? ⇢ Think of a future conversation where you want to create value? ⇢ Choose a conceptual framework to produce for influence and impact? That's it. Time well
Selecting Corporate Executives.
𝗠𝘆 𝗧𝗼𝗽 𝗖𝗿𝗶𝘁𝗲𝗿𝗶𝗮 𝗳𝗼𝗿 𝗦𝗲𝗹𝗲𝗰𝘁𝗶𝗻𝗴 𝗖𝗼𝗿𝗽𝗼𝗿𝗮𝘁𝗲 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗮𝘀 𝗖𝗹𝗶𝗲𝗻𝘁𝘀 When working with large companies, choosing the right clients is key. Here’s what I focus on: 1️⃣ 𝗩𝗮𝗹𝘂𝗲 𝗖𝗿𝗲𝗮𝘁𝗶𝗼𝗻 Great clients prioritise long-term value over short-term costs. They appreciate quality and provide opportunities for repeat business and referrals. Why? Focusing only on price often undervalues expertise. It leads to micro-managed, unsatisfying,
Improving meetings.
⏱ 𝗧𝗵𝗲 2-𝗺𝗶𝗻𝘂𝘁𝗲 𝗰𝗼𝗮𝗰𝗵 𝗳𝗼𝗿 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁𝘀. ⇢ Think about a meeting you had this week. ⇢ Write down 3 things you want to do LESS of next time. ⇢ Write down 3 things you want to do MORE of next time. ⇢ Think of a meeting coming up next week. ⇢ Write down how you will behave then. That'
Client hesitating to close the deal.
I was talking to a consultant recently, and their client was hesitating to close the deal. What was missing? Often, clients experience sticker shock when they see the fees in black and white. They fixate on day rates and deliverables. They overlook the real reasons they need help. Why? Because
A client asked me what to measure to track their sales performance improvement.
A client asked me what to measure to track their sales performance improvement. It's a question all consultants should ask, instead of hiding in delivery work. After all Marketing and sales are the lifeblood of your business, aren't they? Here's what I said to
The 5 biggest mindset mistakes consultants make in sales conversations.
The 5 biggest mindset mistakes consultants make in sales conversations. And what to do instead to win clients. ❌ Thinking you need to act like a salespeople to win projects. ✅ Just showcase your practice and expertise effectively. ❌ Assuming sales means being pushy with prospects. ✅ Better to build authentic trust and relationships.
Quick Result Pressure.
𝗪𝗲’𝘃𝗲 𝗮𝗹𝗹 𝗳𝗲𝗹𝘁 𝘁𝗵𝗲 𝗽𝗿𝗲𝘀𝘀𝘂𝗿𝗲 𝘁𝗼 𝗱𝗲𝗹𝗶𝘃𝗲𝗿 𝗾𝘂𝗶𝗰𝗸 𝗿𝗲𝘀𝘂𝗹𝘁𝘀, 𝗿𝗶𝗴𝗵𝘁? Mastering the Balance: Winning Today Without Sacrificing Tomorrow. Hitting short-term goals feels great—but what happens when those wins put your long-term growth at risk? It’s a tricky balance that every business faces. So, how do you make sure you’re thriving today and setting yourself up for future