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 »
(plus an important bonus 8th one) Pay-off: avoid being an average/mediocre sales person Investment: >1 min Persistence “Never give in! Never never never…”….except…when flogging a dead horse. Better to know when to adapt, when to quit and move on, and when it really is right to persist. Likeability “People buy from people they like”…except…when they …
7 sales advice caveats that mediocre sales people miss Read More »
Pay-off: immediately and easily actionable way to maximise future sales Investment: < 2 mins Reaching out to new people, creating new conversations and building mutual trusted relationships effectively and consistently is hard. Uncomfortable. Scary even. I know this because the nice, professional, polished, intelligent people I work with each day tell me this. Well, they …
The easiest way to increase your sales long term Read More »
Pay-off: no excuses about what to learn Investment: 2 mins Learning how to learn fast was the most important sales skill I ever learned. Why? Because you’re armed to: learn and improve your sales approach rapidly quickly learn about your customer’s business and challenges keep up to date easily with industry/market changes stay on top …
33 things worth learning to consistently win more sales Read More »
Please share this with anyone responsible for BD performance in your organisation, or anyone responsible for graduate development Pay-off: you’ll start at the right place at the right time and your business will have an important competitive edge Investment: 2 mins When’s the right time for your younger professionals in your organisation to start learning …
13 reasons why your young professionals should build BD capabilities right now Read More »
