Words
The Sunday Dispatches archive...
My Weekly Review
Once you have clear goals tracking progress weekly helps improve focus and increase confidence. Here are the 7 questions I use: 1. What did you commit to achieving in the last week? 2. What was the reality? 3. What did you learn? 4. What are you working on next week?
Who do you want to meet?
Some research this week took me to the Fahrenheit 212 website, the innovation consultancy that was snapped up by CapGemini back in 2016. I read this on their careers page ... We’re always looking to meet strategists, designers, inventors, analysts, and creative technologists with the desire to make things better
The sky is falling!
We’re living in unpredictable times, that’s true. But I’m fed up with the doom and gloom merchants out there who talk everything down (and who certainly aren’t entrepreneurs). Nobody knows what’s going to happen in the future. So, don’t let uncertainty stop you from
Food for thought (or at least to drink)
Do you remember proper milk? As a child my grandparents lived next door to a dairy farm and we’d get our milk in a jug, straight from the cows. Drinking this milk was an altogether different type of experience to nowadays. The milk was creamy throughout. The whole jug
Staying sane in the mad world of sales prospecting
I meet a lot of consultants who get extremely frustrated by the prospecting process. The things which they’d like to be predictable aren’t; the conversations that seemed to have gone very well stall; the opportunities that they’re told are high-priority disappear; and the people they’re
4 things to do to improve next year’s sales
These can be done at any time of year, but starting at the run up to year end makes a lot of sense. 1. Identify 20 key relationships you need to nurture. Come up with a plan for each. 2. Throw away your Powerpoints for a month. Focus on conversation,
They're just not that into you
You know those suspects and prospects? The ones you're chasing. You've sent them several emails, left voicemails, sent a text ... yet nothing happens. Well here's the thing ... they're just not that into you … because they’re not motivated enough. Before reading more,
How do you start a sales sprint?
How do you start a sales sprint? Just choose one aspect of your sales process to accelerate. You can achieve a lot in 13-weeks. You can strengthen your pipeline, convert more proposals into projects, build a bigger network. First things first. Evaluate your current commitments. Then eliminate all non-
Package your message like a zombie attack consultancy
Here's a formula for articulating what you do, what it means for the prospect, and why that's desirable. 1. We (do or are) xxxxx .... 2. ... which means that yyyyyyy ... 3. ... the advantage you get from that is zzzzzzzz. Simple isn't it? Well trained sales
Stretching sales performance targets
A previous brief explored how a rough-cut sales analysis is used to identify business development risks and opportunities. Now we'll look at setting a performance goal to increase your biggest project fees. To do this jot down the five biggest projects you won last year. Next to