Blog

Events That Payout More Than They Cost: Maximizing Your 2018 Social Calendar

By Wayne O'Neill

Most companies decide by consensus which conferences their business development team will attend. In a team meeting, someone will bring up an event and ask, “What does everybody think? Should we go to this conference?” That’s fine if you’re deciding where to have a team lunch. That’s not fine if you’re deciding where your company’s […]


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Starting the conversation

Better Than Pick-up Lines: Starting Client Conversations the Right Way

By Wayne O'Neill

Picture this: You’re in a large room surrounded by dozens of potential new clients. You’re mixing and mingling with people you’d love to do business with. You know you need to seize the opportunity and strike up conversations. You approach a VP from a firm that’s on your dream-client list, and ask him what’s going […]


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Team Talent

Leveraging Team Talent: Walking Our Talk at RESET

By Wayne O'Neill

Most people who know what our firm does are just amazed at what we’re capable of with a microscopic team. The funny thing is, how we do it is exactly what we teach our clients. We have just a few people here at RESET. We’re a very boutique firm. But we deliver strings of sustainable, […]


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time kills deals

Time Kills Deals, but Timing Creates Opportunity

By Wayne O'Neill

There’s a popular phrase in business development that I want to tackle today. It goes like this: Time kills deals. I call it a cliché carefully, because there is some important and fundamental truth to it. When a project starts to drag, it’s a sign that things are going sideways and the deal is going […]


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scripting

Scripting: The Secret Weapon of Successful Client Conversations

By Wayne O'Neill

Scripting is a technique we teach all of our clients — from CEOs to technicians. It’s deeply interwoven into The Connection Process … and it can mean the difference between success and failure in that first call with a new client. In a nutshell, scripting is proactively planning to hook the client in the first […]


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lead generation

Improve the Results of Your Lead Generation With a More Effective Deal Flow

By Wayne O'Neill

“Lead generation” is the buzzword of the day, it seems. Everyone wants to know how to improve the output of their lead generation systems and processes. Lead generation is focused on volume — getting as many leads in the door as possible. Generating leads for your business is a good thing. But it’s only one […]


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That Sales Objection that may Actually be an Invitation to Connect

By Wayne O'Neill

Your clients are throwing up smokescreens when it comes to doing business with you — and they don’t even know they’re doing it. Here’s the truth: Your clients often don’t really know what their problem is. They often don’t know what they want or need. So they certainly won’t understand that your solution will save […]


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How to Win Work With Sophisticated, Complex Prospects

By Wayne O'Neill

You’ve exchanged business cards with a sophisticated, complex prospect you’d give your right arm to work with. You know you can help them. Next step: Call them and set up a meeting. Right? Wrong. This is exactly where so many firms get off on the wrong foot with sophisticated clients. This approach is standard. Common. […]


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Getting Ahead of the RFP

By Wayne O'Neill

During an interview I recently gave for a Win Writing Masterclass, I was reminded of the frustration that led me to where I am today. I was working at an architecture firm, and I saw how the RFP process absolutely destroyed all the work our firm put into winning work. I learned the hard way […]


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