The Brief
What wine & zombies teach us about using 'cred-decks' to sell
Prospects might ask you for your ‘cred-deck’. They want to see what you’ve done and who you work with.
The Brief
The Brief
13 provocations for consultants who sell
I'm always capturing ideas my mentoring clients can benefit from. This list is just 'snippets' from
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Impact prospects with thinking sessions
You work hard to get a slot in a prospects schedule. What you do in that initial meeting is vitally
The Brief
10 questions to encourage clients to speak
Listen so that others speak. Speak so others listen. That seems so simple doesn't it? But in reality
The Brief
The myth of average
... many consultancy brands come across as average, not exceptional. Does yours?
The Brief
What works. A lesson from business legend David Ogilvy
You'll find lots on "attracting clients" written for consultants. And you can easily waste a lot
The 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
The Brief
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
The Brief
The power of nothing
A recent group facilitation reminded me how hard it can be to reach decisions collectively.
Watching the group struggle I
The Brief
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’
The Brief
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'
The Brief
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.
The Brief
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’
The Brief
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
The Brief
Personal impact
So, a final thought for 2015. How clear is it for you ... what you must do ... to create the future you want?
The Brief
Selling is a game
Have you noticed how a label begets behaviours? Children get labelled naughty. Adults difficult. Dogs dangerous.
And because humans have