LinkedIn Posts
My LinkedIn posts Jan 2022 -
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
Assumptions hinder your understanding of client needs.
Assumptions hinder your understanding of client needs. Let's improve our performance. Dos and don'ts for client discovery interviews. Do - Ask curiosity-led questions - Seek clarification - often - Avoid snap judgements Don't - Rely on personas and stereotypes - Assume you already know
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 👍
The biggest challenge with fees is mindset.
The biggest challenge with fees is mindset. Specifically how you see yourself - in other words … your identity. Behaviour aligns with identity. Some see themselves as value creators. Not surprisingly they expect and ask for a fair slice of that value. Some see themselves as day rate resources. Not surprisingly
How to become a higher achiever.
How to become a higher achiever. Heads up ... it's not copying other people’s morning routine. Here's my big 3: 1/ Focus, prioritise high impact activities (clue: thinking and decisions). 2/ Delegate the rest, build a team that gets results. 3/ Confidence always be finding ways
Opportunities to work with a high achiever?
Opportunities to work with a high achiever? Grab them. - Notice how they identify. - Try on their beliefs. - Reverse engineer their processes. - Practice their skills. - Hang out in their spaces. Learn all you can, then craft a version for yourself … that’s even better. Publishing more