The Weekly Brief
They're just not that into you
You know those suspects and prospects? The ones you're chasing. You've sent them several emails, left
Words
The Weekly Brief
How do you start a sales sprint?
How do you start a sales sprint?
Just choose one aspect of your sales process to accelerate. You can achieve
The Weekly Brief
Package your message like a zombie attack consultancy
Here's a formula for articulating what you do, what it means for the prospect, and why that'
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Stretching sales performance targets
A previous brief explored how a rough-cut sales analysis is used to identify business development risks and opportunities.
Now we&
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How to do a rough-cut sales analysis
For most consulting firms sales analysis comprises deals won / sales revenue / target.
This absolute, binary, success/failure measurement is lacking.
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Why inequality is good for sales
It's politically correct to treat people equally. That may be a good thing for society, it's
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Patterns, distinctions, and demonstrating authority
It all started with my English Language exam failure. English wasn't my best subject and although I’d
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Before you send that email - a quick checklist
It's the most prolific form of business communication. Yet none of us got taught how to write email
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How prospects view offers and value
Information is cheap. Let's face it everything clients need to know is out there in plain view now.
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Business development snippets (for reflection)
Here are some snippets I offer clients. Slow down as you read the list and you’ll probably notice a
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5 ways to avoid the feast or famine cycle
a.k.a. Business development when you’re crazy busy with delivery
I regularly have conversations with consultants who are
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Seal the deal - a lesson in mental toughness
There’s a key distinction between professional sales people and order takers. The professionals aren’t afraid to push a
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What’s happening when a deal stalls?
When one of my mentoring clients asks me about a deal that’s stalled I recommend they go ‘back to
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What is it you do?
There are 4 common mistakes consultants make describing what they do.
The identity parade
“I’m an interventionist not an
The Weekly Brief
How counting to six improves your prospects
You’ll know from previous articles that asking questions and listening to answers are two of the most powerful tools
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Are your prospects dawdling?
When a prospect dawdles it's because they don't have a sense of needing to take urgent
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How do clients know you're any good?
People are judging things (you) all the time. You’ve probably heard people say that they don’t trust men
The Weekly Brief
Selling as a team sport ... it's not what you think
We think of team selling as a bunch of consultants working together to win a client, usually lead by a