LinkedIn Posts
My LinkedIn posts Jan 2022 -
Asked about your motivation...
Asked about your motivation and goals for creating ... What would you say?
The 4 traits that make B2B consulting sellers worth their weight in gold.
The 4 traits that make B2B consulting sellers worth their weight in gold. #1. They have the intellect to navigate a client’s complex issues and solutions #2. They’re not just ‘order takers’ they know how to overcome a client’s self diagnosis and commodity ‘spec buying’ #3. They
Pain points, needs, challenges are important.
You probably agree understanding the target audience's pain points, needs, challenges etc is important. all tell you that, right? Putting yourself on the spot right now. What are those pain points, needs, and challenges? Go on, tell me😜
Make sales follow-ups specific.
Make sales follow-ups specific. Don't just say you're checking in. Keep adding value. And help buyers make decisions.
Nothing real happens until somebody sells something.
Nothing real happens until somebody sells something. That's the grizzly truth. My grandson and I had discussed the entrepreneurial nature of selling over dinner. I'd told him the Tom Sawyer whitewashing the fence story. I'd explained the three big realisations I had moving from
Easiest way to differentiate yourself?
Easiest way to differentiate yourself? Offer clients a 'wow' experience. How? Reduce time spent on internal stuff and nonsense. Invest time designing exceptional client meetings.
On recruiting top talent.
On recruiting top consulting talent: “The best people will already be working on something interesting ... We'll need to offer them something even more interesting than that.” I like this. Can't remember who said it, can you?
Listening is perhaps the most important thing in sales.
Listening is perhaps the most important thing in sales. Unfortunately, when I first got interested in listening, I had a hard time figuring out where to start. If you want to be a better listener, here are some great resources (links in comments): Read This Book: TalkWorks by Andrew Bailey
An Easy Framework For Selling Based on Outcomes.
An Easy Framework For Selling Based on Outcomes. I have been an advocate for outcome-based selling for years now. Here's how it started 👇 It started after I'd read the Alan Weiss book Value Based Fees. This book highlights the difference between project deliverables and client outcomes.
3 habits for game changing influence.
3 habits for game changing influence: - Know your outcome (always) - Step into the others shoes (always) - Master silent pauses (economically) Practice these until they're in the muscle.