The Brief
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
Notes
My thoughts, works, and stories
The Brief
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
The Brief
Message management
When meeting executives for the first time you might default to your safe zone ... pitching your firm and its '
The Brief
My Weekly Review
Once you have clear goals tracking progress weekly helps improve focus and increase confidence.
Here are the 7 questions I
The Brief
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
The Brief
The sky is falling!
We’re living in unpredictable times, that’s true. But I’m fed up with the doom and gloom merchants
The Brief
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
The Brief
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
The Brief
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
The 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
The 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 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'
The Brief
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&
The Brief
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.
The Brief
Why inequality is good for sales
It's politically correct to treat people equally. That may be a good thing for society, it's
The Brief
Patterns, distinctions, and demonstrating authority
It all started with my English Language exam failure. English wasn't my best subject and although I’d
The Brief
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
The Brief
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.