The Weekly Brief
What does good look like?
Today’s challenge, for our time starved prospects, is the sheer volume of content and perspectives available to them. Blogs, videos, podcasts, infographics, articles, ebooks, case-studies … phew! How do they sort out what’s worthwhile from what’s not? Just take a look at a big consultancy website yo
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Avoiding the gravitational pull of black hole communication Part II
That's really just the third step to ensure you don't disappear into communication black hole. The
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Before and after
Let's think about before and after. That is, what was it like for clients before they used your
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Superconnect by Richard Koch & Greg Lockwood
Interesting book with some unexpected perspectives about networks and networking. Especially how the unlikely connections can lead to big things.
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Leave something for the client to say
Many of us are conditioned, while growing up at school, that solving problems means having all the answers. Later in
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3 reasons 'ghosting' happens after you've sent a consulting proposal
Coming up to Halloween it seems the right time to write about this.
If you’re not familiar with the
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Is "attraction marketing" the best way to find new clients?
With the rise of content marketing, attraction strategies are very popular
... writing articles, posting on social media, conducting webinars, redesigning
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Avoiding the gravitational pull of black hole communication
Consultants who agree the client's next actions at the end of meetings sell more. It's a
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4 rules for reaching out to executives
Lots of advisors suggest outreach is a numbers game, where you monotonously grind out emails, LinkedIn requests etc. But if
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7 ideas for improving your sales performance
1. Set standards. It is impossible to have accountability without standards.
2. Separate new business and account development. New business
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Message management
When meeting executives for the first time you might default to your safe zone ... pitching your firm and its '
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My Weekly Review
Once you have clear goals tracking progress weekly helps improve focus and increase confidence.
Here are the 7 questions I
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Who do you want to meet?
Some research this week took me to the Fahrenheit 212 website, the innovation consultancy that was snapped up by CapGemini
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The sky is falling!
We’re living in unpredictable times, that’s true. But I’m fed up with the doom and gloom merchants
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Food for thought (or at least to drink)
Do you remember proper milk?
As a child my grandparents lived next door to a dairy farm and we’d
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Staying sane in the mad world of sales prospecting
I meet a lot of consultants who get extremely frustrated by the prospecting process. The things which they’d like
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4 things to do to improve next year’s sales
These can be done at any time of year, but starting at the run up to year end makes a