The Weekly Brief
How to improve the odds of reaching prospects by email
The owner of a technology firm asked me how to improve the odds of reaching prospects by email. He’d
Words
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The single page quarterly sales focus
Each quarter my clients meet with me for a sales review and planning meeting. One of the challenges consultants have
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The simple exercise that dramatically improves sales
Sometimes it's the simplest of activities that get the best results. This is one of those activities.
Write
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The devil in the detail
Some consultants have a talent for seeing the devil in the detail. They’re masters at analysis, finding patterns and
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The power of nothing
A recent group facilitation reminded me how hard it can be to reach decisions collectively.
Watching the group struggle I
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A brief review that turns failures on their head
Do you have a recent failure that keeps playing on your mind?
Perhaps it was a client conversation that didn’
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4 steps that dramatically increase results from meetings
This weeks article is short and sweet. I've been teaching this to consultants for years, now it'
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Someone speaks and nobody listens ... is that communication.
The Power of Listening, a Ted talk by William Ury coauthor of Getting to Yes my favourite book about negotiation.
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How predictable is your performance?
One of the ‘thinking games’ I play with clients during the annual planning process is called “What’s predictable? What’
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The biggest mistake groups make at strategy workshops
I facilitate two distinctly different types of offsite workshops. One focused on group dynamics and the processes people use for
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Personal impact
So, a final thought for 2015. How clear is it for you ... what you must do ... to create the future you want?
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Selling is a game
Have you noticed how a label begets behaviours? Children get labelled naughty. Adults difficult. Dogs dangerous.
And because humans have
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What to do when a deal stalls.
This week a mentoring client has a deal that’s stalled. The prospect put them off until the new year.
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Stop being a process junkie and become a client issue expert
Consultants love to talk about their unique process, even when it’s not that unique.
When asked, clients will generally
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Erasing the discomfort of feast or famine in consultancy
What kind of a week did you have this week? Were you nose down working flat out on service delivery?
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The sound of silence
You know how it is. You’ve figured out how to do the job and written a great proposal. Under
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Are your executive conversations compelling or commonplace?
Walking into a C-Level executive’s office to sell consultancy takes two things, competence and confidence.
Nearly all the consultants
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Hello persuasion ... meet resistance
As a group facilitator there’s plenty of opportunity to watch people trying to persuade others. You quickly notice patterns