#0705 Client Needs First
Demand is not about your revenue goals for this month, that’s a consequence. Demand is the alignment of what your clients need, when they need it, based off what you can do for them at…
Tag: SALES
#0703 Ambiguity
The need for more leads is a symptom, not the root cause. Lack of leads starts with lack of clarity. Who are you serving, what problem are you solving, are they actively seeking the resolution…
#0702 Deafening Silence
Silence is often feedback, not always rejection. When a client doesn’t get back to you, move forward, go all in, does not mean they don’t need what you have to offer, it means you weren’t…
#0696 The Last Mile Counts
Time appears to slow down the closer you get to a goal. Getting to eighty percent seems to happen overnight but the last twenty takes forever and is the period when we are at risk…
#0680 Switch Focus
The fastest growing companies have a decent offering but are better at sales. Understanding this early enough to not burn through all capital without income. Most businesses suffer the same plight, too focused on the…
#0639 The Long Game
Ask and you shall receive may work if you are asking for a biscuit to go with your tea. In business, you should at some point ask for a commitment but not until you have…
#0637 Peek-a-boo
A prospect will spend 80% of their decision effort researching options before talking to a human. That is a lot of time not talking to you directly and in the end they may never reach…
#0634 Keep Showing Up
I would never know if today is the day. So I just keep showing up. Snippets of ideas to place me somewhere in your subconscious. One day when you are ready, you might just reach…
#0580 Adding Soul
My 18 year old daughter hosted a pool party this summer for a bunch of her girlfriends. For the most part, it was the sound of music blasting in the background and a dozen voices…
#0569 Your Circle
As a business your ability to sell is directly proportional to your circle of influence. Good quality meetings is often where it begins and doing that consistently is challenge for many. Sounds obvious but the…
#0550 Always Be There
Nobody cares what you do until they need you. Potential clients will blissfully ignore you until the moment they decide they need what you do, and only then you become important. That is why it…
#0530 Raw Emotion
It is not the story itself, it is the meaning and raw emotion it conjures up. When you consider about a story to share, pay attention to how it makes you feel. Happy, sad, motivated…
#527 Not About You
For the love of all things, please review your use of the word “we”. Your website, your proposals, your marketing. The more you talk about yourself, the less relatable you become. It is not about…
#0521 Follow Through
The steak did not match the sizzle. I have lost count of the times someone has mentioned to me that they were disappointed at what they got vs what they were promised (from other vendors…