Adam Boyd

Our clients sell more.

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Why Your Consults (or Discovery Calls) Go Sideways

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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…

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Conversion is About Math, and That’s About Competing

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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…

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Getting Home

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…

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Is the Price Right, Bob?

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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…

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What Do I Really Do with A CRM?

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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…

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Sales Kickoffs are Usually a Waste

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+.…

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On Choosing Your Next Job

It’s not all about comp. Seriously.

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Strategy from the Academies

“If you want to win 10 games a year in college football, you don’t play in the SEC.”

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Ranchers, Porter’s Five Forces, and Choosing Customers

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A 4 hour drive provides some perspective on small business and the choices we make.

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