Words
The Sunday Dispatches archive...
How to do a rough-cut sales analysis
For most consulting firms sales analysis comprises deals won / sales revenue / target. This absolute, binary, success/failure measurement is lacking. It's what bean-counters like but it's totally useless for deciding how to improve performance. Instead of this, I encourage you to analyse at a more
Why inequality is good for sales
It's politically correct to treat people equally. That may be a good thing for society, it's not a good model for sales. When you analyse it you'll probably find 70-80% of your profits (and perhaps revenues) come from 20-30% of your clients.
Patterns, distinctions, and demonstrating authority
It all started with my English Language exam failure. English wasn't my best subject and although I’d done very well in everything else - including English Literature - I’d managed to fail the pre-Christmas English Language examination, and then the Summer one too. I wanted to go
Before you send that email - a quick checklist
It's the most prolific form of business communication. Yet none of us got taught how to write email 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&
How prospects view offers and value
Information is cheap. Let's face it everything clients need to know is out there in plain view now. Blogs, books, webinars, video, audio, online courses. Information is common and easy to access. Often it's free, or available for very little money. Execution is different. Done well
Business development snippets (for reflection)
Here are some snippets I offer clients. Slow down as you read the list and you’ll probably notice a gut reaction to each idea: 1. Reach out to your network. Find out what people need. Be helpful. 2. Stop pitching. Learn to ask great questions and frame problems. 3.
5 ways to avoid the feast or famine cycle
a.k.a. Business development when you’re crazy busy with delivery I regularly have conversations with consultants who are stretched by their project commitments. They’ve stopped doing business development because they don’t think they have time. I explain why that’s a poor choice and offer them
Seal the deal - a lesson in mental toughness
There’s a key distinction between professional sales people and order takers. The professionals aren’t afraid to push a little, in order to seal the deal. Pushing prospects may sound like sacrilege for some consultants. However, I’m not suggesting coercion, just a gentle nudge to move prospects in
What’s happening when a deal stalls?
When one of my mentoring clients asks me about a deal that’s stalled I recommend they go ‘back to basics’ and ask themselves these 3 questions about the situation: Why change? Prospects don’t go shopping for consultancy. They buy consultancy because they believe it will help them achieve
What is it you do?
There are 4 common mistakes consultants make describing what they do. The identity parade “I’m an interventionist not an ‘on-site’ consultant. I enjoy short, sharp, pieces of work. That’s where clients get greatest value from me.” This explains how the consultant thinks about their work, but it