The Weekly Brief
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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Memos written for consultants Aug 2014 - June 2024.
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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
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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
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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
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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