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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

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

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...

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

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

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

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...

Featured Post

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 challenge of building a systematic sales capability. The importance of which I describe here. Before getting into the more technical...

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

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...

Product

NEW FEATURE: Text Editor

Many of you asked us for a richer set of tools for text editing within Method Grid – specifically within...

Climbing Mount Audacity

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...

Climbing Mount Audacity

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...

Climbing Mount Audacity

09: Seven wakeful practices of dangerous entrepreneurs

All men dream, but not equally. Excusing T.E. Lawrence the gender asymmetry of the early twentieth century, so begins one...

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