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Capability Formula Resource Hub

Welcome to our dedicated resource hub for the Capability Formula – a transformative approach to enhancing and uplifting your organisation’s capabilities. Here, you’ll find a wealth of resources designed to guide you through each step of the capability uplift process,...

Climbing Mount Audacity

13: Developing sales communication skills

Last week, we looked at the importance of inculcating the right sales attitude in your team. There is no point...

Climbing Mount Audacity

14: To hunt or to farm. Getting the balance right.

My current essay thread, within the wider Climbing Mount Audacity series, aims to guide professional service firm leaders through the...

Climbing Mount Audacity

15: Building your first sales pipeline

At the heart of the professional service sale is a relationship or set of relationships. Of course, there are instances...

Climbing Mount Audacity

16: Tracking sales opportunities

Last week we looked at the central importance of your sales pipeline. This week, I want to explore the closely...

Climbing Mount Audacity

17 Elevator Pitch: How to rise to the top

Thus far, in previous blogs, we have explored some of the essential mechanics of a sales process and capability within...

Climbing Mount Audacity

18: Mastering the sales call

Last week’s essay explored how you can make the most of the many, everyday, informal opportunities you get to start...

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18: Mastering the sales call

Last week’s essay explored how you can make the most of the many, everyday, informal opportunities you get to start a sales dialogue. This week I explore how best to go about more deliberate early conversation: first contact through a...

Climbing Mount Audacity

19: Mastering the sales meeting

Let’s recap. Having read previous blogs in this sub-series, you now understand that this all starts with the question of...

Climbing Mount Audacity

20: Sales Qualification

You will remember from my sales overview diagram below (see blog) that if you are fortunate enough to generate an...

Climbing Mount Audacity

21: Invest in the interesting

Invest in the interesting. In this instalment of the Climbing Mount Audacity series, I take a brief excursion from my...

Climbing Mount Audacity

22: Account Management

What is meant by account management in the context of professional service selling? Well, let’s assume you have had success...

Climbing Mount Audacity

23: Building a successful software company | Seven reflections from the foothills (Part 1)

In this week’s blog, I am going to take another – somewhat philosophical – detour from the current thread. This...

Climbing Mount Audacity

24: Building a successful software company | Seven reflections from the foothills (Part 2)

Concluding last week’s essay, this blog concludes my (two part) reflective muse on the Method Grid journey thus far and,...

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