Words
The Sunday Dispatches archive...
You don't become great overnight.
It struck me as strange for a while. Big tech firms train sales people in ‘consultative selling’. And consultancy firms train consultants in ‘solution selling’. That’s just something to think about. You don't become great overnight. This week I finished building a new staircase. It’s one
Leaders: you must get a firm's sales culture right.
Firms spend gazillions on training for 'consultative selling'. Yet have a culture and systems that don't support that mindset shift. Something to think about.
Culture and systems.
Firms spend gazillions on training for 'consultative selling'. Yet have a culture and systems that don't support that mindset shift. Something to think about.
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.
#1 new business strategy.
Hunting NEW business? Here's your #1 strategy. Deliberately seek out and connect with ... named executives ... in businesses ... that are similar to ... your most productive accounts.
A prescription to improve conversations.
Listen well. Summarise what people say. Let them know you heard and understood THEM. Then reflect back your thoughts on what THEY said. Try it. You'll stand out.
A prescription to improve conversations.
A prescription to improve conversations. Listen well. Summarise what people say. Let them know you heard and understood THEM. Then reflect back your thoughts on what THEY said. Try it. You'll stand out.
Aren’t we all dynamic, focused consultants?
Consultancy speak. We all do it. Some more than others. Projects framed as … digital transformation … blue sky thinking … Results described as ... strategy into action … creative collaboration ... And tired words about our work … dynamic … focused … agile ... These words don't impress clients. After all aren’t we all dynamic, focused
Ghostbusters positioning.
How well-known are you? For what you want to be known for. Try the Ghostbusters test. A client wants advice in your arena. Who they gonna call?