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Featured Post
The Method Grid notifications system has been revamped in order to reduce the number of notifications you receive, give you more control over what notifications you receive and to make improvements based on customer feedback. Quick Summary New...
20: Sales Qualification
You will remember from my sales overview diagram below (see blog) that if you are fortunate enough to generate an...
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...
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...
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...
16: Tracking sales opportunities
Last week we looked at the central importance of your sales pipeline. This week, I want to explore the closely...
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...
Featured Post
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 when you might be bidding for a piece of work through a sterile, de-personalised tender exercise (say, for a governmental...
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...
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...
12: Developing a winning sales attitude
Last week, we looked at the fundamental differences between marketing and selling. As I emphasized, this is a critical distinction...
NEW FEATURE: Text Editor
Many of you asked us for a richer set of tools for text editing within Method Grid – specifically within...
11: The difference between marketing and selling
Last week, I forced you to acknowledge how fundamental a selling capability is to your firm’s success and, therefore, future...
10: Building a firm-wide sales capability
The most common conversation I have with professional service firm seniors, from singleton entrepreneurs to MDs of multi-million revenue companies...