The Weekly Brief
How likely are you to close that opportunity you’re working on?
How likely are you to close that opportunity you’re working on?
This week, I’ve conducted deal reviews with
Words
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The people who most influenced my performance offered tough love.
The people who most influenced my performance offered tough love.
Their perspectives were candid and often painful to receive.
But
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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
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4 decades of mistakes I've made talking with clients
This week makes my 45th year in business. I started my career as a graduate trainee with International Computers Limited
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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
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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
The Weekly Brief
Partnering with clients
Dynamics - between advisor and client. That's the subject this week. That delicate balance of authority and collaboration.
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Values in action
This week I got a letter (yes, in the post). In the top left hand corner it had the words
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How much effort and time did you invest in business growth last week?
Do you have the feeling 2024 is going to be a tough one? That’s the vibe I’m getting
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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
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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?
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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.
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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&
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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
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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
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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
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Ever wondered what differentiates a good business leader from an elite performer?
Ever wondered what differentiates a good business leader from an elite performer?
There are lots of elite business performer’s
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I remember when I lost my first business 😢 I had to go back to work in a software house.
I remember when I lost my first business 😢
I had to go back to work in a software house.
It