Words
The Sunday Dispatches archive...
Marketing is a warm-up act.
Marketing is a warm-up act for better sales conversations. What do you think? 😈
Stop talking about your methodology and service.
Stop talking about your methodology and service. Start talking about the client's business. Why? Because C-Level executives live and breathe their business. You know how parents like to talk about their children. It's the same thing. C-Level executives are not interested in your pitch
Selling as a team sport … it's not what you think
Selling as a team sport … it's not what you think We think of team selling as a bunch of consultants working together to win a client, usually led by a senior partner. This post isn't about that. What if you got close enough to your prospects
Before you send that email...
Before you send that email – a quick checklist It's the most common form of business communication. Yet we weren't taught how to write emails at school. So we get emails with long, unstructured prose. Content that combines chit-chat with management speak. “𝘐 𝘩𝘰𝘱𝘦 𝘵𝘩𝘪𝘴 𝘧𝘪𝘯𝘥𝘴 𝘺𝘰𝘶 𝘸𝘦𝘭𝘭 … 𝘣𝘭𝘢𝘩 𝘣𝘭𝘢𝘩” “𝘐𝘵'𝘴 𝘢 𝘸𝘪𝘯-𝘸𝘪𝘯, 𝘥𝘢𝘵𝘢-𝘥𝘳𝘪𝘷𝘦𝘯, 𝘱𝘢𝘳𝘢𝘥𝘪𝘨𝘮 𝘴𝘩𝘪𝘧𝘵. 𝘞𝘦 𝘴𝘩𝘰𝘶𝘭𝘥 𝘩𝘢𝘷𝘦 𝘢 𝘤𝘩𝘢𝘵 𝘢𝘣𝘰𝘶𝘵 𝘪𝘵.” For me, brief,
Are you naturally a “can kicker” or “wheel greaser”?
Two phrases I recently heard made me think about influential stakeholders. Some take steps to avoid decision making. Others won’t stop until a decision is made. And, without being political, you may see this playing out at the highest levels. What are the phrases? 1. “Kicking the can down
A client's point of view. .
Look at all your communications from a client's point of view. Ask yourself, “Is this about them, or me?”
10 things to work on with your sales coach.
These are the game changers ... 1. Delegation to have more client development time. 2. Mindset to win a bigger project. 3. Provocative questions to ask with ease. 4. Emails that get to the point and prompt action. 5. Productive lifetime relationships. 6. Plan for an exceptional client meeting. 7. Stop
10 things to work on with your sales coach.
10 things to work on with your sales coach. These are game changers ... 1. Delegation to have more client development time. 2. Mindset to win a bigger project. 3. Provocative questions to ask with ease. 4. Emails that get to the point and prompt action. 5. Productive lifetime relationships. 6.
The simple action plan for consultancy business developers.
* Weekly - Reach out to 5 connections (3 existing / 2 new). * Monthly - Research and publish a point-of-view article. * Quarterly - Go to a conference potential clients attend.
Simple action plan for consultancy business developers.
2023 simple action plan for consultancy business developers: + Weekly - Reach out to 5 connections (3 existing / 2 new). + Monthly - Research and publish a point-of-view article. + Quarterly - Go to a conference potential clients attend.