The Weekly Brief
Schedule business development time
Whatever is written in your diary today is going to pretty much reflect how you'll invest your time
Words
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Mirror, mirror on the wall ...
Do you take time to reflect on your performance?
If you don't, now is a good time to
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Practice as a powerful tool for sales success
Pick a single new sales behaviour you want to practice and commit yourself to do something every day, for the
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What's the difference between understanding and empathy?
"When I raise the notion of empathy, she dismisses it as being “a very ‘today’ word” (she prefers understanding)
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Build Your Dream Network by J. Kelly Hoey
Great book about having a purposeful networking mindset. Make sure people know the right things about you. Know how you
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Which are the best books on selling consultancy?
"Which are the best books on selling consultancy?" she asked.
"There are lots out there." I
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The relationship frame and business development hokum
There’s a lot of business development hokum out there, especially when it comes to ideas on how best to
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How to alienate prospects
I have an exclusive, priority email address. I only give it to people I know, like and trust.
This week
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The secret of the puppy dog sale
I know. The headline reads more Enid Blyton than sales story. Perhaps more on writing headlines next week ... until then
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Going against gravity
It's hard to do, but escaping the gravitational pull of delivery work is important if you're
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Are you interesting, or interested?
As a consultant you've probably felt the pressure to impress clients. Here are some of the patterns I
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The power of simple listening
Earlier this week I was given a 'damn good listening to'. There was something big playing on my
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Are you doing value-subtraction?
Last week someone hijacked my weekly nugget of wisdom. They turned the concept I wrote about into a full length
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How many £20/hour tasks are you doing?
You know what I’m talking about, those jobs where you find yourself thinking “why am I doing this” ... but
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Can this executive buy?
Some executives have the power to make decisions.
Others evaluate and make recommendations for their boss to consider.
These recommenders
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It's worth paying attention to attention
Pay attention while you listen. Framing, paraphrasing, analysing, summarising. Those all come later. Attention first.
Pay attention while you speak.
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Are you problem solving, or creating?
I wrote the Consultant's Handbook 10 years ago in support of the Consulting Skills Workshop I taught for
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How do I talk to top executives? (aka the C-suite)
You’re more likely to get access to these busy executives via a politically savvy mid-level manager (aka The Fox)