Strategy

Our clients sell more.

Sorry, we couldn't find any posts. Please try a different search.

Lessons From A 73mm ARR Company, 1 of 2

, ,

“probably an eight minute read“   In October, I got a call from the company’s COO. We’d talked before, and I’d done some training for his company, so he was familiar with me. He said, “Adam, we need to talk. Sales missed their goal last quarter, and this one isn’t looking good, either. We’ll miss…

Read More

Missing Your Market? It’s Not Always About Sales Skills. Sometimes It’s About “Fit”

, ,

Sometimes, it’s just about “fit.” It’s not how sharp you are, or how well you can sell. It’s not about your prospecting chops, or how you present. It can just be that you miss the mark…with the market. Or as Johnny Cochrane famously said… (thank you, giphy) What does this mean? That maybe you have…

Read More

Networking Like a Pro: 6 Must-Take Actions for Referral Success

, , ,

Some businesses run on referrals. It’s usually because: A. Actually a lower cost of sale to have people refer business to you than search for those deals one by one; B. The service is purchased based on trust (consulting, law, etc…); C. Someone’s afraid to prospect. Let’s skip category C for now, and focus on…

Read More

Growth – Whose Job Is It, Anyway?

, , ,

A client (professional services firm) aims to grow by 40% next year. And it’s doable. The plan is actually simple. A certain level of retention on existing clients/customers, with some predicted growth there, and that takes care of 70% of the growth. The rest will come from new clients/logos. But there’s a problem. And it’s…

Read More

In Sales, Sometimes You’re The Problem

, , ,

In the middle of a 0-10 football season in high school, one of our coaches said, “Everyone says you suck. Just don’t suck.” To which one of our players responded, “Thanks for the inspiration, Lombardi.” After the laughs wore off, there was some truth to what our coach said: sometimes, having success doesn’t mean being…

Read More

Want to Raise Prices? Here’s One Way.

, , , , ,

(This isn’t a chest-beating fantasy about how much you can charge if only you’re tough enough and gutsy enough. That’s not reality. Some industries won’t stand for it. Some prospects have too many options they prefer. I do believe, often, you can charge MORE than others and win. But rarely can you charge 65% more…

Read More

Winning Business BEFORE The Meeting

, , , ,

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…

Read More

Why Your Consults (or Discovery Calls) Go Sideways

, , , ,

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…

Read More

Conversion is About Math, and That’s About Competing

, , ,

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…

Read More

Changing the Conversation, From the Beginning

, , , ,

  I had a problem. Customers wanted training. They’d pay for training. I knew they needed something else. It would take longer, require more work and money, but deliver a 5x greater likelihood of a positive outcome. Training would be part of it, but not till after we’d looked at their market, hiring, management, compensation…

Read More