LinkedIn Posts
My LinkedIn posts Jan 2022 -
3 ways to turbo-charge your client meetings.
3 ways to turbo-charge your client meetings: ⇥ Shift from explaining to exploring ↳ Why: Get a richer understanding of the client’s challenges ↳ How: Encourage them to share their thoughts and experiences ⇥ Ask follow-up questions for clarity ↳ Why: Encourage deeper thinking and listen ↳ Example: ⇥ Engage more participants ↳ Why: Ensure a diverse
Choosing a consultant.
It's sometimes a tough decision choosing a consultant. Clients need to consider: ↳ Why change is needed. ↳ Why it’s a priority now. ↳ Why this consultant is the best fit. Other factors include risks, politics, past experiences, and resources. So, how to stand out? Most consultancy positioning is similar:
Beyond Buzzword Bingo: Roadmap & Blueprint
Beyond Buzzword Bingo: The Words We Use In Business 𝐑𝐨𝐚𝐝𝐦𝐚𝐩 and 𝐁𝐥𝐮𝐞𝐩𝐫𝐢𝐧𝐭 Roadmap refers to a high-level plan to carry out a strategic choice, focusing on the order and timing of actions. e.g. A growth strategy roadmap might include: ⇥ Expanding into two new markets in Q1 and Q2. ⇥ Hiring senior sales
The 2Bobs podcast.
I'm a big fan of the 2Bobs podcast. The co-presenters have exceptional rapport. Listening is a pleasure. I always learn something new too—which makes the time worthwhile. I listen to podcasts as I mow my lawns. It's a pain. I have to keep stopping to
Beyond buzzword bingo. Words we use in business.
Beyond buzzword bingo. Words we use in business. 𝐈𝐧𝐟𝐥𝐮𝐞𝐧𝐜𝐞 and 𝐀𝐮𝐭𝐡𝐨𝐫𝐢𝐭𝐲. Influence is the ability to affect someone's behaviour without using formal power. e.g. A team member, with expertise, persuades others to adopt a new workflow. They aren't the manager. Authority, on the other hand, refers to
6 Signs Your Prospects Have 'Skin in the Game' During a Consultative Sale.
6 Signs Your Prospects Have 'Skin in the Game' During a Consultative Sale. Some prospects are just browsing. But others? They’re fully invested, with How do you know which ones are worth your time? Look for these signs: 1. Investing Time and Resources ↳ Willing to schedule multiple
Clients come to you with an issue and it's tempting to jump right to a solution.
Clients come to you with an issue and it's tempting to jump right to a solution. Don't ... Instead, take a moment to dig deeper. Ask questions to: ⇥ Uncover what’s really going on. ⇥ Explore the bigger picture. ⇥ Clarify the result they want. ⇥ Understand the business value.
With expert guidance sales doesn’t have to be a challenge for consultants.
Partnering with a sales coach can help you: → refine your approach → unlock your potential → win project opportunities → achieve measurable growth How it works: 1. Real-Time, Practical Advice: ↳ Specific to your opportunities ↳ Guidance to generate leads and navigate sales This make progress faster and avoids mistakes. 2. Relevant Expertise & Experiences:
Sales trainers will teach you techniques to handle customer concerns.T
Sales trainers will teach you techniques to handle customer concerns. This might work well for the characters in episodes of the 1950s based Mad Men. But trusted advisor consultants shouldn’t choose this option. Think about it. If you try to prove the client’s thinking is in some way
The Accountability Advantage:
The Accountability Advantage: How High Achievers Stay on Top What the Marshall Goldsmith says in the book What Got You Here Won't Get You There: Lasting goal achievement requires lots of time, hard work, personal sacrifice, ongoing effort, and dedication to a process that is maintained over years.