LinkedIn Posts
My LinkedIn posts Jan 2022 -
Everyone wants the big result.
Everyone wants the big result. Only a few do what it takes. You know who you are 🌟
Sales Process Effectiveness
Sales Process Effectiveness The six tests ... ↗ - Win rate. - Average deal size. - Forecast Accuracy. ↘ - Operational issues. - Time to sell. - Acquisition costs. How do you improve sales performance? ::-:: ✍️ Comment: too simple? ♻️ Share if you're a sales achiever.
The easiest consultancy sale...
The easiest consultancy sale ... ... more work in key accounts. Don't neglect those relationships. Nurture them with care. Don't make things transactional. Offer a remarkable experience. How? Bringing new ideas to the table. Projects to help them succeed. You already have the track record, and connection ... focus
How to use case studies.
If you're a business builder use case studies to: 1/ Frame your expertise. 2/ Bring solutions to life. 3/ Demonstrate results and value. 4/ Show real-world relevance. 5/ Engage with storytelling. 6/ Be highly memorable. Case studies are powerful tools for influence.
Delayed sales and projects. Disempowering to blame the economy?
Delayed sales and projects. Disempowering to blame the economy? Take action to unstick deals. Look at the mindset of successful sellers. 🛑 Stop being an order taker. 🥇 Start driving and facilitating decisions. Treat buying decisions like mini-projects. Agree a timeline, actions and responsibilities. This won't change the economic situation.
The checklist for navigating consulting deals.
The checklist for navigating consulting deals. ✅ Expertise acknowledged. ✅ Know what success is. ✅ Convincing case studies presented. ✅ Project funding discussed. ✅ Value of solution positioned. ✅ Different price point options. ✅ Client risk concerns mitigated. ✅ Understand selection process. ✅ All the decision-makers criteria addressed. ✅ Compelling business case written. Think about these as a deal evolves.
Why daily business development grind is important ...
Why daily business development grind is important ... You'll notice a pattern in consultants who are great business builders. They all take time - every day - to do some form of client nurturing. Every day. No excuses. Proper connection. They prioritise time to work on their business. That&
Leaders: the smart alternative to Customer Satisfaction Survey invitations.
Leaders: the smart alternative to Customer Satisfaction Survey invitations ... We all get these in our inbox. The idea behind them is to get feedback, see how your team is doing, and make improvements where necessary. I'm guessing most customers - like me - ignore them. Tips for finding
The people who most influenced my performance offered tough love.
The people who most influenced my performance offered tough love. Their perspectives were candid and often painful to receive. But I was left with no illusion what good (and excellent) looked like. And where I was falling short. If you’re ambitious I strongly advise you put your sensibilities to
7 things I got from my sales mentors.
7 things I got from my sales mentors: 1/ Pushed me to exceed my status-quo current performance level. 2/ Set higher benchmark and challenges for me to achieve more, faster. 3/ Helped me turn failure into feedback and learning. 4/ Developed my awareness of stakeholder motivations. 5/ Raised my understanding