By Wayne O'Neill
It’s a common myth that technical people aren’t great at business development. The fact is, with the right mindset, technical people can be the best business developers. We see this all the time with our technically-minded clients, especially those who are selling technical services. They can’t get their arms around how to start a conversation. […]
By Wayne O'Neill
A few weeks ago, golf fans around the world watched in horror as Jordan Spieth lost his edge during the 2016 Masters Tournament at Augusta National Golf Club. According to later interviews, Spieth knew exactly what happened when he started the back nine with a five-shot lead. He settled. He stopped making aggressive choices, and […]
By Wayne O'Neill
Say you step into an elevator. The doors close. You begin banging your head on that door. Eventually, the elevator moves – and when it stops, that door opens up. Do you believe that banging your head against the elevator door is what caused it to open? This is how many people approach selling technical […]
By Wayne O'Neill
Our February 2016 RESET Revenue Growth Workshop in Dallas was an exciting experience. The attendees were mostly technical and executive-level people with go-to-market capabilities – and everyone came prepared to get their hands dirty. We worked with “live ammunition,” as I like to call it: Real-world examples of smart clients and capture plans. We left […]
By Wayne O'Neill
You can’t just present your offering and expect your audience to grasp the impact. This is what I wanted to drive home when I spoke at the Society for Marketing Professional Services (SMPS) Southern Regional Conference in Austin on Feb 4, 2016. The name of my presentation was “Connecting Vs. Presenting” – and the topic […]
By Wayne O'Neill
I have a powerful example to share with you today.
I talk about understanding your client’s business and political issues a lot. I talk about connecting the dots between seemingly unrelated pieces of information – a lot.
THIS is why.
By Wayne O'Neill
It’s a new year and if you’re looking for new ways to budget your growth for 2016 consider following the ‘3 P’s’ in your process. And don’t just plan… budget for connection.
Watch the video to learn more.
By Wayne O'Neill
Capture planning is traditionally a left-brain, box-checking exercise, in my experience.
Even when we’re coaching our clients in The Connection Process, it starts out rather logistical. We fill out the checklist:
By Wayne O'Neill
I’m going to let you in on one of my trade secrets.
Go-to-market strategies aren’t actually about selling or marketing. They’re not about RFPs, interviews, services and resumes.
They’re about human behavior.
By Wayne O'Neill
When I talk about “failing fast,” people get excited. Failing fast in pursuit is a sexy concept.
But in practice, failing fast in go-to-market strategies goes against human nature.
The normal thing we do when we’re in pursuit of a client – especially if it is an account that will take some time to develop – is think “I’m just one chit away from going to the next level with this client.”
