The Brief
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
Notes
My thoughts, works, and stories
The Brief
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
The Brief
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
The Brief
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
The Brief
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 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
The Brief
Are your prospects dawdling?
When a prospect dawdles it's because they don't have a sense of needing to take urgent
The Brief
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 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
The Brief
Schedule business development time
Whatever is written in your diary today is going to pretty much reflect how you'll invest your time
The Brief
Mirror, mirror on the wall ...
Do you take time to reflect on your performance?
If you don't, now is a good time to
The Brief
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
The Brief
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)
The Brief
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
The Brief
Which are the best books on selling consultancy?
"Which are the best books on selling consultancy?" she asked.
"There are lots out there." I
The Brief
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
The Brief
How to alienate prospects
I have an exclusive, priority email address. I only give it to people I know, like and trust.
This week
The Brief
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