Winning Business BEFORE The Meeting

By Adam Boyd | September 8, 2023

When I started business school, I remember the teachers lining up and saying, one by one, “I teach you how to make it,” “I teach you how to count it,” and finally, “I teach you how to sell it.” Every business has these functions, whether the person running the business or the firm wants to…

Why Your Consults (or Discovery Calls) Go Sideways

By Adam Boyd | August 29, 2023

To Help You Win… One of the questions I get most often is, “Why aren’t I closing these opportunities?” To be honest, it’s ACTUALLY phrased like this: Lawyer: “These leads just don’t have any money.” Consultant/Service Provider: “I don’t know what’s going on. Business is slow.” CEO: “Deals keep pushing, so I’m guessing next quarter…

Conversion is About Math, and That’s About Competing

By Adam Boyd | August 17, 2023

To Help You Win… My client is a DUI/DWI attorney in Illinois. And last year, when we started working together, she was grinding to grow her firm. She’d been building it for 7 years, on her own. She was doing it all. Filing. Drafting. Meeting with clients. Going to court. Working with the ad agencies…

Getting Home

By Adam Boyd | March 6, 2023

Or, How to Find The Real Issues If you’re a regular reader, you know I love the game of football. I coached it, I played it, and I still follow my Vols even after a decade of incompetent leadership. And sometimes, it provides a helpful metaphor for sales. Today, we’re talking about “getting home.” But…

5 Questions Costing You Money

By Adam Boyd | February 15, 2023 |

If you aren’t asking them Roughly 10 years ago, a consultant shared with me the questions he asks his clients every year. Not 6 months after they sign up. And not just at the renewal of a contract. Every year. Since then, I’ve asked them of clients (though not as often as I should’ve). When…

Is the Price Right, Bob?

By Adam Boyd | January 31, 2023 |

Thoughts on Pricing from Per Sjofors Because I don’t think this guy really knows pricing. But a guy named Per (pronounced “pear”) does. And he gave me a few thoughts which we’ll cover. They include…. Anchoring The optimal way to present the price How much to discount How to discount I’ll share how this…

What Do I Really Do with A CRM?

By Adam Boyd | January 17, 2023 |

It’s time to rethink the CRM. It’s not just for evaluating prospecting and reviewing the pipeline, though it’s 2023-necessary for doing those. The CRM is really about your market, real intelligence, and finding opportunities to grow the business. And that makes it incredibly important to you – and potentially to whoever runs or buys your…

Sales Kickoffs are Usually a Waste

By Adam Boyd | October 3, 2022 |

Sales Kickoffs are Usually a Waste How to fix that? Twice in the last 3 weeks, I’ve been asked about running sales kickoffs. How to organize them, structure them, what to cover, the whole 9 yards. Here’s the blunt truth for most companies, from startups with 5-person teams to middle-market companies with teams of 20+.…