Pay-off: Understand your blindspot if you like to be likeable Investment: 30 seconds for the short version, 5 mins for the long Sign up to weekly posts here The short version Should you be likeable to succeed in sales? Well, honestly, is your customer trying to buy your likeability? Ultimately, is their main purpose to …
Pay-off: A short guide to what it’s worth learning next Investment: 4 minutes Sign up to weekly posts here Here’s my top five: How to think (far beyond your default level of thinking) How to learn fast How to identify and solve the right problems How to lead How to sell These, I think, are …
Pay-off: Never again struggle to introduce yourself Investment: <4 minutes You’re about to meet someone for the first time, step into the unknown, and hopefully strike up an enjoyable conversation. It could be your next valuable business, career, or sales relationship that might just be the turning point you’ve been waiting for. But first, you’re …
Pay-off: Improved outcomes when talking to people Investment: 4 minutes You may already be familiar with how to pre-empt objections in conversation but do you use this opportunity-creating conversational approach fluently, consistently and successfully? Regardless of your experience, this post should help you open more valuable opportunities in your work and life more consistently, and …
Pay off: Plenty of ideas to improve how you learn, sell, and learn to sell Investment: up to you, but make it count 😉 I thought a round-up of this years posts so far that people found useful, shared or that led to conversations with me might be useful: For sales / non-sales leaders: 13 …
A bag of non-sales / learning posts that people found useful Read More »
Pay-off: increase the chances of a second sale Investment: 4 minutes This is another one I’ve been asked about recently by professional service consultants keen to secure more work with their clients. It’s one thing selling in your main solution. But how do you connect that to further business? How do you set things up …
Pay-off: Avoid recruiting BD imposters who like to look good, but won’t deliver Investment: 2.5 minutes Sales / BD leaders: Do your BD people want to be good at BD? Or do they want to appear to be good at BD? Good at BD Do they prioritise their own performance improvement, and remain honest about …
Who in your team wants to appear to be good at BD? Read More »
Pay-off: Eliminate this costly mistake that many technical experts make Investment: 2 minute read, 5 minute video If you’re an expert in technical sales or professional services, or if you’re in BD or sales, this video that’s been doing the rounds is worth 7 mins. (5 if you set it to x1.5 speed in ‘settings’ …
Pay-off: The key to making sales (that non-sales people love) Investment: 2 minutes A number of times people have asked me, “what’s your number 1 best sales tip?” Here’s how I respond (although it’s not my full answer): “Ensure that every step of the way you’re being helpful to your customer.” And here’s the important …
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 »
