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. […]
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 […]
Most successful companies are using some kind of CRM (customer relationship management) tool … And it’s making them miserable. It’s making their jobs harder. Using it to do a typical revenue pipeline review is an exercise in frustration and futility. Stop the madness. Activity does not equal results, and data does not equal connection. […]
It’s a fresh new year, and a fresh new chance to reset your thinking. There’s one area in particular I want you to really think about this month – because it’s going to impact every account development and revenue growth activity: Your go/no-go decision-making process. It’s broken. You’re losing revenue. And I’m going to fix […]
At the end of the year, people often get focused on assessing results. They determine if they have had a winning record, if they’ve sold more accounts, if they’ve increased revenue by a certain percentage. They get obsessed with lagging indicators. These might be the numbers you report to your superiors or your stakeholders, but […]
You’re constantly stressed about top-line revenue. Your business development and sales teams are stuck in “we’ve always done it this way” mindsets. You want to launch to a new market, but you have no idea where to begin. Revenue is on the decline. You’re ready to start working with partners focused on the greater good […]
We talk about Stewardship to Equity a lot with our coaching clients and in our workshops – but I haven’t talked about it nearly enough here in the blog. I’m going to rectify that right now, because Stewardship to Equity is such an important concept and connection strategy. In fact, it’s a cornerstone strategy in […]
The feedback I got from people who attended my talk on Revenue in Plain Sight at the Society for Marketing Professional Services (SMPS) Build Business 2016 national conference in August was remarkable on so many levels. The first thing I was struck by was the diversity of the attendees. There were people in mid-career, Millennials, […]
A lot of people are talking about how to understand diverse demographics in the workplace. Most of that conversation revolves around how to get along or how to understand difference generations. Let’s scrap that talk. Let’s have a different conversation that actually contributes to business growth, shall we? It’s not about how you understand generations, […]
Most speakers get hired to inspire audiences. Conference coordinators want attendees to walk away inspired and emotional – motivated to conquer the world. That’s not crazy … but it’s not productive, either, if you ask me. And that is definitely not my approach as a speaker. I teach people how to grow their revenue – […]
