How I managed to 4X my sales performance in 2 years.
How I managed to 4X my sales performance in 2 years: (I'll tell you this in 2 minutes) Step 1: Precise outcomes Here a 3 quick tips to help you master this step: — Know what you want to achieve in any situation — Find out what clients want and
4 ways to fail as a leader looking for revenue growth.
4 ways to fail as a leader looking for revenue growth. And some ideas on what to do instead: Don't: - Set unrealistic goals - Micromanage activity - Ignore team feedback - Forget to recognise success Do: - Make your purpose clear - Set clear expectations, standards, and
20 good reasons to NOT invest in sales coaching.
20 good reasons to NOT invest in sales coaching: 1. You won’t make selling a priority over delivery and other comfort zones. 2. You don’t recognise that you’re the barrier to sales success (currently). 3. You think selling is all about persuading clients to buy. 💪 4. You
All dogs are dangerous!
All dogs are dangerous! That statement is an example of one stop learning. Here's how it works. Jane was bitten by a dog. She generalises the experience and tells severyone . And people without experience of dogs believe her advice. So, now they believe all dogs are dangerous. They
Today’s special is amazing.
“Today’s special is amazing” he enthused . “I tried it myself earlier, one-word … de-lish-ious … would you like to hear about it?” Seriously, who is going to say no to that level of engagement. He’d sold himself totally on the food and making sure the customers got a chance to
When did you last change your mind about something big you believed to be true?
When did you last change your mind about something big you belived to be true? Yesterday, I came across an article saying cold outreach doesn't work for consultants. I found myself agreeing because I've heard that from lots of gurus before. They say it's
Want to woo a prospect away from another consultancy?
Want to woo a prospect away from another consultancy? Stop trying to differentiate by telling them how great you are 🥱 Start showing them how you will make a transition as smooth as silk 💁♀️ Why? The prospect is already talking to you … which means you’re in the frame. That well
Assumptions hinder your understanding of client needs.
Assumptions hinder your understanding of client needs. Let's improve our performance. Dos and don'ts for client discovery interviews. Do - Ask curiosity-led questions - Seek clarification - often - Avoid snap judgements Don't - Rely on personas and stereotypes - Assume you already know
Office banter has fallen out of favour a bit with modern sensibilities.
Office banter has fallen out of favour a bit with modern sensibilities. In my first IT job we (the professional systems engineers) referred to our sales team as 'reps' and the hardware engineers as 'fitters'. I found this 'shop floor' teasing made work more
Ultimate goal of marketing is increased sales, right?
Ultimate goal of marketing is increased sales, right? And with limited resources it’s important to place the best bets. Every time I run the numbers with consultants the same things come up. Over 80% of their projects are won from: - Current clients - Clients who move jobs -