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Getting top-table meetings.
An anecdote in Mack Hanan's book Consultative Selling offers a fantastic perspective on getting top-table meetings.
Here'
Words
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How to save a ton of time.
How to save a ton of time.
Actively identify the right clients and make sure you avoid the wrong ones.
The Weekly Brief
Increasing your confidence
Here are two videos with a total of 10 minutes viewing time.
Let’s start with The Gap and The
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Are you ‘all in’ or ‘half assed’?
Are you ‘all in’ or ‘half assed’?
To get to a higher performance level you’ll need to change what
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Increase your chance of winning projects.
Increase your chance of winning projects by creating exceptional pre-sales experiences.
That means investing time in thinking and getting ready.
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Small behavioural changes.
Much easier than implementing grand strategies, small behavioural changes - such as listening actively and responding promptly to needs -
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Stop pitching your add-on services to existing clients.
Stop pitching your add-on services to existing clients.
Instead, here's a much better way to position your work
The Weekly Brief
How is your pipeline?
Here are 4 tips to take it up a gear ...
1/ Find something worth saying to a client who is
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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&
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How's your pipeline?
☀️ It's summer. And for consultants who sell Month 2 of Quarter 2.
How's your pipeline?
Here
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You decline to answer.
When some people's names come up on a client's phone ... they decline to answer.
What are
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To win high-value projects you need influence.
To win high-value projects you need influence.
But many people mess it up.
Because they aren't happy to
The Weekly Brief
How to improve your time investment?
This mini-mission comes from my performance coaching work with corporate executives. These clients wanted to improve and accelerate their performance.
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Here are 4 tips to take it up a gear.
Here are 4 tips to take it up a gear ...
1/ Find something worth saying to a client who is
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Create an exceptional client experience.
It's easy to create an exceptional client experience.
Ask yourself what the other person values most.
Then build
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Before solving.
Before solving people's most critical issues make sure you understand the results they want.
The Weekly Brief
The fear of stretch goals
Many consultants fear setting stretch goals.
They worry they'll fail or overcommit.
Here’s how you can do
The Weekly Brief
Stop asking dumb 'consultant questions' - Provide some leadership
Value creation with insight and a point-of-view
“Winning sales” isn’t a useful mindset for client advisors. Offering insight, using