Asked this question recently.
Asked this question recently: How does one become more strategic in sales planning? My answer ... it depends. Are we talking about territory planning, deal planning, or call plannng? All of these have a strategic element. Yes, even call planning. Now the question asker, they wanted to know about stratgeic territory
There’s really no excuse for boredom.
There’s really no excuse for boredom. When I look around there is lots to be interested in. Here are five of my things right now: - the psychology of electric fences (more on that at the weekend) - target shooting with a catapult - how a judges presence affect
Which habit made me most productive during my sales career?
Asked this question recently ... Which habit made me most productive during my sales career? Biggest by far was ruthless qualification. But not with the usual BANT type questions. They're were just table stakes. Better for me were: -- Is the project idea worthwhile? -- Do the potential rewards
5 uncomfortable sales truths most consultants spend their careers avoiding.
5 uncomfortable sales truths most consultants spend their careers avoiding: 1/ Rejection is part of the sales process, it's not a personal failure. I remember presenting a case study of our work with a client. Unfortunately my prospect thought this particular client's achievements were ineffective and
What did each of the consultants do this week to grow the business?
What did each of the consultants do this week to grow the business? That's what I ask ambitious owners when we get started. They usually don't know. But, over time, they develop accurate, data-based reporting 😱. Working together we make sure: — They establish predictive key results indicators.
The two big coaching for change ‘tricks’ nobody told you about … until now.
The two big coaching for change ‘tricks’ nobody told you about … until now. These have nothing to do with GROW or GROAN as I prefer to call coaching techniques. Are you curious now? I’ll cut to the chase. The first is the Hawthorne effect. This is where people change
My actual 6-step process to develop new skills.
I was asked how I develop new skills. This is my actual 6-step process: Step 1: Define my end game. Step 2: Research, then find a role model. Step 3: Define a set of micro-behaviours. Step 4: Practice the micro-behaviours. Step 5: Evaluate how you improved your performance. Step 6:
The Biggest mistake I made as a beginner in consultative sales.
The Biggest mistake I made as a beginner in consultative sales. Too much focus on our services. Starting with a sales pitch is a poor strategy for converting leads. Instead, engage clients by: -- Opening with a point of view; -- Asking precise questions; -- Listening attentively. When you focus
Coaching advantages.
Coaching advantages: -- You are clear about your goals. -- You develop a “partnership” mindset. -- You know your business impact / value. -- You invest time and effort, not just money. -- You appreciate and act on candid feedback. -- You create remarkable experiences for clients. -- You educate clients
Motivation.
I was reminded today just how important it is for anyone involved in business growth to keep their motivation up. One way to do this is a personal weekly accountability session. This works best when individuals come up with their own set of questions for reflection. Then, they share these