LinkedIn Posts
Posts published on LinkedIn.
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
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
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's
Do small daily actions lead to unpredictable outcomes?
This week, I've been struck by how small daily actions can lead to unpredictable outcomes in consultancy business development. What got me on track was these two examples of networking: Example #1 A change management consultant decided to try something different: they wrote a daily email to respected
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 ways to get better ... Don't: -- Rely on email. -- Spend
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 ways to
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
Always interested to read what others have to say about selling …
Always interested to read what others have to say about selling … especially expertise based services. But I find much guidance up at the stratospheric ‘become a trusted advisor’ level or ‘define your niche / ideal client / value proposition ’. Yawn! None of that makes you better at selling. It isn’t sales.