LinkedIn Posts
My LinkedIn posts Jan 2022 -
The key to personal effectiveness.
The key to personal effectiveness. This gem was my introduction to personal productivity improvements. Time Manager International (TMI). Plastic ring binders for the lower downs, leather for the higher ups. Define your goals, key results areas, tasks and activities. Daily, weekly, monthly, and annual plans. This stuff works! And 30
Selling can be fun.
Help clients understand: 1/ An expensive issue. 2/ Profitability impact. 3/ Big result from action. 4/ What needs to be done. 3/ Your contribution value. You just need to understand how the process works and be prepared to take the lead.
What if you were that rare beast... the solver of super expensive problems.
What if you were that rare beast … … the solver of super expensive problems. You’d have a different perspective on sales. You see, rare beasts solving super expensive problems become the buyer, not the seller. They have to be 1/ Convinced the deal is worthy of their attention? 2/ Convinced
What strategies did you use to win big name clients?
Asked this question recently: What strategies did you use to win big name clients? My answer: -- Highly personalised outreach. -- Leverage from contacts. -- Highly engaged support team. Your milage may vary, but this is where I would start everytime.
Asked this question recently.
Asked this question recently: How does one become more strategic in sales planning? My answer ... it depends. Are we talking about territory planning, deal planning, or call plannng? All of these have a strategic element. Yes, even call planning. Now the question asker, they wanted to know about stratgeic territory
There’s really no excuse for boredom.
There’s really no excuse for boredom. When I look around there is lots to be interested in. Here are five of my things right now: - the psychology of electric fences (more on that at the weekend) - target shooting with a catapult - how a judges presence affect
Which habit made me most productive during my sales career?
Asked this question recently ... Which habit made me most productive during my sales career? Biggest by far was ruthless qualification. But not with the usual BANT type questions. They're were just table stakes. Better for me were: -- Is the project idea worthwhile? -- Do the potential rewards
5 uncomfortable sales truths most consultants spend their careers avoiding.
5 uncomfortable sales truths most consultants spend their careers avoiding: 1/ Rejection is part of the sales process, it's not a personal failure. I remember presenting a case study of our work with a client. Unfortunately my prospect thought this particular client's achievements were ineffective and
What did each of the consultants do this week to grow the business?
What did each of the consultants do this week to grow the business? That's what I ask ambitious owners when we get started. They usually don't know. But, over time, they develop accurate, data-based reporting 😱. Working together we make sure: — They establish predictive key results indicators.
The two big coaching for change ‘tricks’ nobody told you about … until now.
The two big coaching for change ‘tricks’ nobody told you about … until now. These have nothing to do with GROW or GROAN as I prefer to call coaching techniques. Are you curious now? I’ll cut to the chase. The first is the Hawthorne effect. This is where people change