Pay-off: improve conversions and shorten your sales cycle Investment: 3.5 minutes Do you think sales is a numbers game? Like your boss told you? And their boss before them? Are you about to lose your numbers game? Let me tell you something, more often than you think, this thought is followed by a struggled 6-12 …
If you think sales is a numbers game, you might be about to lose Read More »
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 »
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 »
..and help your customers do the same Pay-off: get clarity on where you’re heading and what could derail you Investment: 6 mins (3 min if you’d learned to speed read) I’m going to share perhaps the simplest but highest impact (vs investment) method I’ve ever come across for getting what you want, and avoiding what …
Pay-off: build a plan around these 10 and you’ll take care of your career Investment: 1 min (25 secs if you’d learned to speed read) Here’s the most effective way to take care of yourself and your career: Take care of your mental and physical health Take care of your family Take care of your …
10 people to take care of to thrive in your career Read More »
