LinkedIn Posts
Posts published on LinkedIn.
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.
Two of my favourite book titles.
Two of my favourite book titles: You Can't Teach a Kid to Ride a Bike At a Seminar If You Don't Have a Plan, Stay in the Car
Want to hear about a simple idea that will help your consultancy stand out from the crowd?
Want to hear about a simple idea that will help your consultancy stand out from the crowd? I learnt this from a team in a hotel room in York, England. It was the first offsite I'd facilitated ... ... and I didn't know what I was doing back
On Sundays I do a weekly review.
🚀 On Sundays I do a weekly review. I'm looking to answer how well I lived my Ideal Week? So, here's what I look at: 1️⃣ Mars bar' time - balancing my work, rest, and play ↳ Was my time spent balanced across work, rest, and play? ↳ Were
An effective relationship nurturing system.
Do you have an effective relationship nurturing system with: 1. Relationship development goals. 2. Standards. 3. Metrics for accountability. 4. Contact scheduling and work flow practices.
The 'top' decides if the project goes ahead.
Spend as much time as you like with a 'lower downs' in a big company ... Just know it's always a 'top' who has the power to say yes, or to say no. The 'top' decides if the project goes ahead. And if
Sales theory is all well and good.
But this is more fun and productive ... 1/ Identify a high-value, high payoff client development activity. eg. You want a better sales meetings, so experiment with: → Building rapport and trust. → Talking while sketching out a 2x2 framework. → Asking provocative questions (with precision). → Explaining your point-of-view clearly. → Giving
Want to win more consulting business?
Want to win more consulting business? Develop these traits: → Ambition → Tenacious drive → Relationship mindset → Persuasive communication And avoid these: → Not creatively curious → Tactical thinking → Disorganised → Reactive Where are you today?
Struggling To Pick The Best Target Accounts for Your Sales Efforts?
Struggling To Pick The Best Target Accounts for Your Sales Efforts? Don’t use guesswork. You don’t have the time to chase everybody. Invest wisely. Target the best bets for new business. Here are 7 criteria to look at: Size. Larger organisations typically have more budget to purchase services