It’s normal to feel pressure to be funny in talks or pitches. Humour helps people to like you and keeps an audience’s attention. But it can also sink your pitch in a sentence and often the risk isn’t worth the reward. No one wants to be Liz Truss waiting for the pork belly laugh that… Continue reading Should you try to be funny when you present?
How many times have you heard ‘No’ when pitching for business this month? If the answer’s not a lot, then you’ve either nailed your pitching (great job, treat yourself to another mince pie!), or far more likely you’re not pushing through your comfort zone and trying hard enough to win business. Most people don’t pitch… Continue reading 5 tips for dealing with the ‘no’s
Clients shout louder than leads. They demand your attention. They’re like your best friend – they want to spend time with you and hang out. Now it’s critical you give them great service and grow your relationship with them. I love mine – especially those reading this… let’s grab lunch! The problem is, leads and… Continue reading How to stay focused on generating new business
“What did you get done today?” Elon Musk asked the then CEO of Twitter… Reading their texts felt like eavesdropping on two former friends having a tiff! It was further proof of this critical truth – there is no such thing as a B2B sale or deal. All deals are done between people, no matter… Continue reading Why there is no B2B, just person to person
Using your emotional intelligence is crucial if you want to have an effective commercial process and build long-lasting client relationships. It’s about getting under the skin of your clients and really understanding what makes them tick. What their pain points are. What keeps them up at night. Far too many companies are so focused on… Continue reading How to use your emotional intelligence to win business
Do you thrive on speaking to clients and prospects? Are you passionate about your team and company’s sales process? Do you regularly work on it between pitches? Because if you want better results for your company, this is where you need to channel your energy and emotions – not just on your outcomes. Your sales… Continue reading 5 steps to improving your sales process
When a client refers you, it’s the single best source of business on the planet. Referral business is pre-qualified to be right for you and it closes way more often than other lead sources… Oh, and it comes with zero advertising and marketing costs too. In short, client referrals are your superheroes when it comes… Continue reading What’s your referral strategy? And why you need one…