Pay-off: prevent pushing clients away Investment: 4 minutes The final post in a series of four about the types of people whose approach to sales may appear to work, but will probably cost them sooner or later. If you identify with any of these, read up, and plan accordingly. So far we’ve looked at: the …
8 types of people whose sales ability could seriously cost them (part 4) Read More »
aka how to build a win:win BD ‘system’ Pay-off: a reminder on getting balance in the world of BD/sales Investment: 4 minutes Meet the ‘takers’ No one likes a pushy person do they? Our radar is always on for people who are out for themselves, or as Adam Grant refers to them in his excellent …
8 types of people whose sales ability could seriously cost them (part 3) Read More »
Pay-off: understand the costly problem, find the fix Investment: 4 minutes Last week we looked at two types of people who might appear to be good at sales, but who might not be good enough at sales to survive long term. The point of my post was to urge those people to purposefully develop their …
8 types of people whose sales ability could seriously cost them (part 2) Read More »
Pay-off: understand the costly problem, find the fix Investment: 5 minutes This post has been carefully designed to put people’s backs up. If it puts your back up, then hopefully I’ve succeeded in helping you take your first step towards making an important change to how you develop business. And don’t forget, such changes lead …
8 types of people whose sales ability could seriously cost them (part 1) Read More »
Pay-off: 9 questions to help you become better than ‘good enough’ Investment: 3 minutes This one is written for younger BD professionals, but the ideas here will help anyone improve their value, impact, earning power and rewards around BD. Younger folk: Ever wondered if you’re old enough? To convince buyers to buy with credibility? Tomorrow …
Are you old and good enough to develop business? Read More »
Pay-off: practical tips to help you think and talk on your feet Investment: 30-45 minutes (video) Most of the people I work with are technically minded consultants (rather than full-time sales people). And I’m often told by these people (or their clients) that they could do with improving how they think on their feet and …
How technical sales people can think (and talk) on their feet Read More »
Pay-off: get your non-sales teams beginning to sell Investment: > 3 mins To be (a cog) or not to be (a cog), that is the question. Upgrade your cogs Some time back, businesses needed people to be ‘cogs’ to repeatedly turn and perform specific functions. The factory model worked at the time. Some businesses still …
Simple. Be ‘pully’. Do all you can to get alongside your customer. Get up on the platform with them. Scope out the scene with them. Define and agree on the problem. Consider your options, side by side. Then, alongside them, “pull” the right solutions in. Simples.
Pay-off: become better at steering others towards action Investment: < 2.5 min You’ve no doubt heard that people buy emotionally and justify with logic. Another way of looking at it is that logic makes us think and emotion makes us act. What do you want your customers to do? Think, or act? You’re probably rightly …
Pay-off: from smart to commercially smart Investment: < 2 mins Typically intelligent (and very nice) people I work with say, “We’ve got some excellent intellectual property”. I say, “Well, whoopee.” (in my head, with professional respect, obviously). (Please note, I’m paid to think this. I’d be utterly useless to my clients if I simply rejoiced …
Turning smart ideas in to value, business and money Read More »
