By Wayne O'Neill
In this video, we talk about how the process of “going to market” is shifting. One of our project delivery partners, Terri Hoffman, CEO of Marketing Refresh, shares her insights on the value of content marketing, how it correlates with The Connections Process and the importance of having a publisher’s mindset to influence the decision making process.
By Wayne O'Neill
In this video, Wayne O’Neill talks about the difference between “what” dialogue and “why” dialogue with a potential client, and how strategically weaving “why” questions into your conversations with clients can help you uncover the value and impact behind the implementation of your product or service. Understanding that is key in building a long-term authentic client connection.
By Wayne O'Neill
In this month’s video, Wayne O’Neill explains the importance of learning to sell internally to be more effective selling externally. The same personas that exist externally also exist internally. So if you learn the keys to navigating those relationships and behavior drivers inside your own team, you learn the skills to be effective connecting externally.
By Wayne O'Neill
A colleague of mine sent me this video, First Follower: Leadership Lessons from a Dancing Guy and it’s full of counterintuitive notions about how behavior transformation happens. In watching it, the first thing I’m struck by is the fact that what really changes a group is the first follower to a leader, not the leader himself.
By Wayne O'Neill
Are you out there looking for lead exchange partners? Or are you looking for partners who can help you obtain client intelligence? Watch this video from Wayne O’Neill with a different view on partnerships.
By Wayne O'Neill
In 2014, Wayne O’Neill will publish his first book, titled RESET: What I Want You to Buy is to Stop Selling. RESET is about The Connection Process; the methodology developed by Wayne O’Neill that helps businesses grow in a faster, more collaborative, and intelligent way. By showing leadership teams how to unhook from traditional (linear) […]
By Wayne O'Neill
Welcome to our continuing series about connecting with our clients, and this is another really important concept that has a lot of counterintuitive thoughts in it, that I want everybody to really pay attention to. Cause it’s something that we really obsess about when we’re coaching our clients, and that’s having multiple paths to connecting to an organization to get decisions and also to get a more robust account relationship.
By Wayne O'Neill
Just what are business and political issues? And why are they so important? And how can aligning with a smart client’s business and political issues help you engage and ultimately connect? Aligning with a smart client’s business and political issues is key to starting profitable and rewarding relationship. Watch this video to learn more.
By Wayne O'Neill
In the second video in his series Reset to Connect, Wayne O’Neill explains the importance of identifying “smart” clients. Learn the impact of making go or no-go decisions early on in your relationships with potential clients. It leads to longer term engagement and much more sustainable revenue.
By Wayne O'Neill
I’d like to intrigue you today with considering a more effective way to growing your firm and so I’d like to compare and contrast two different methodologies that I see most often employed, particularly when you look at firms offering services or products that are complex in nature to implement. That’s traditional selling, which is really focused on closing, versus connection, which is really focused on account building. A seed I want to plant with you is that at the end of the connections process, your client is actually coaching you and guiding you into the implementation of using your product or using your service.
