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.
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:
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.
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.”
To manage any project effectively, especially a project related to your growth strategy, you must be smart about managing tasks.
Tasks are by nature tactical, so it’s important that you integrate them into your project in a strategic way to make sure they’re moving you toward your objectives.
At the Houston Club on the 49th Floor of the Shell One tower in downtown Houston, TX, 8 people smashed through the ceiling they had unknowingly placed over their revenue growth.
That may sound dramatic, but if you were at our RESET Revenue Growth Workshop there on Nov 17-18, 2015, you would be nodding your head in agreement.
Underwhelming meetings: they happen to folks responsible for revenue growth, across all levels of an organization. And while we coach our clients on how to best plan for impactful and productive meetings, underwhelming meetings still occur. Knowing how to respond in the midst of disappointment is the key. You’ve got to learn to think like a […]
When a client tells you about the project they want completed, what is your reaction?
Do you say, “Great! We can do that. Here’s how we’ll get you the results you say you want,” and begin to prove how talented you are to secure the project?
I would like to personally invite you to an upcoming workshop that will completely change the way you develop accounts.
This isn’t a sales training workshop. It’s not a personal development seminar. It’s an intense 2-day interactive event in Houston that will change the way you think. And it’s limited to 15 participants.
In this month’s video, I talk about one of the most important skills relevant to shaping work: the ability to facilitate decision-making.
So often, we tend to want to move quickly to a “closing” mentality as we move work through the sales pipeline. And this leads to conversations around price and scope.
What our team has learned from coaching the owners of decisions, is that they their decisions are rarely stuck on price, but rather a deeper discomfort or fear about a broader decision they are making. And, those fears rarely have anything to do with the price or scope or your deliverable.
Watch the video to learn more.
