At SBR Consulting, we have been using a useful exercise in our training programmes (thanks to Rob Arnold from Thomson Reuters for this) in that we ask delegates (‘Presenters’) to convince someone else in the group to do something that the presenter is passionate about, e.g. skiing (always a popular one at this time of year). Imagine, for a second, how you would do this? Continue reading
Selling in the Consulting World – tackling the issues consultants currently face as they embark the business development arena. Each month Lars Tewes, MD of SBR Consulting shares a challenge / issue he is working on with his clients, and looks at how it is being addressed for Top Consultant’s, “Consulting Times”.
Client Sales Challenge of the Month: Make 2013 Your Year for Becoming More Confident & Successful at Networking – Part 2 of 2 (Click here to read Part 1).
For many people attending networking events would be their definition of a nightmare! This is often due to fear of making conversation with people they have not met before. This article is aimed at helping you gain more confidence, develop a greater awareness of ‘how’ to network effectively and become clear about what you are trying to achieve.
SBR Consulting’s definition of networking is simply, ‘Building mutually beneficial long-term relationships with other professionals. In reality, we are networking all the time without realising it. Some might argue that these days, with LinkedIn and other similar social media websites the need to network is obsolete, as so much business development can be done using these tools. However, we need to realise that we do business with people we trust and face-to-face interaction is the most effective way to build this trust so getting out and meeting people is still an absolute necessity.
As you progress through your professional career there are many opportunities to network effectively and meet people face-to-face to build these trusting relationships: conferences, industry events, business breakfasts, internal corporate functions, dinners and often simply bumping into people on client site.
SBR Consulting has shared the following 5 tips Continue reading
So how do you create buy-in for your idea? In other words, how do you sell it?
Regardless of whether we are working in sales or just generally trying to influence someone in a work situation, we often share an idea too early, without planning it or communicating it properly. First of all, try to regard your idea as something you need to sell in, and not just a message to deliver.
PLAN how you will sell your idea. Ask yourself: Continue reading
Do you know what your value is? Hopefully your response isn’t, “Of course, our value proposition is clearly laid out on our website!” because the only way you can truly know your value is if you have asked your customers recently.
The term, “Value” is consistently misused in sales and business development as it rarely seems to be looked at from the customer’s perspective. The truth is that it is the audience that determines value. So if we are not asking them, we are assuming that they are looking at the world in the same way that we are. The reality is that more often than not, they aren’t!
I would therefore recommend that you ask yourself these questions: Continue reading
Selling in the Consulting World – tackling the issues consultants currently face as they embark the business development arena. Each month Lars Tewes, MD of SBR Consulting shares a challenge / issue he is working on with his clients, and looks at how it is being addressed.
Client Sales Challenge of the Month: “Learn to ‘Pitch’, Not Just Present.” Having made it to the last 3 of a tender process, then being asked to come in and present to the prospect, what are your chances of winning and can you improve them?
The marketplace appears to have picked up again and SBR Consulting is seeing a number of our clients being invited to pitch for some great opportunities. This is partly due to their well developed relationships but also because many prospects in their space (for internal reasons) are requesting they see a few options before choosing a firm. Continue reading
We’re three weeks into January and some of us are probably finding that the good intentions of our New Year’s Resolutions are waning! However if you are struggling to keep your resolutions or goals, fret not, all is not lost. It’s all about habit.
Research carried out on behalf of SBR Consulting’s American colleagues last year tells us that 50% of people make resolutions. However, within 30 days, half of those have stopped! Interestingly out of the half that carried on 75% are still committed to them nearly a year later! How interesting that those that stick to them past the 30 day barrier have a strong chance of achieving their resolutions! Continue reading
Can anyone really afford to choose customers? Of course you can. In fact, you both can and should as you need to make sure you’re focusing your sales lead generation efforts in the right direction.
I am currently working with several customers who have made the effort of systematically searching for all the companies in their relevant industries (B2B selling). They have narrowed literally hundreds of possible companies down to a selected few and the process has enabled them to thoroughly review current and prospective clients.
With hundreds of companies to choose between, make your chosen ones fulfil some basic criteria. Continue reading
Selling in the Consulting World – tackling the issues consultants currently face as they embark the business development arena. Each month Lars Tewes, MD of SBR Consulting shares a challenge / issue he is working on with his clients, and looks at how it is being addressed.
Client Sales Challenge of the Month: Make 2013 Your Year for Becoming More Confident & Successful at Networking – Part 1 of 2
SBR Consulting’s definition of networking is simply, ‘Building mutually beneficial long-term relationships with other professionals. In reality, we are networking all the time without realising it. Some might argue that these days, with LinkedIn and other similar social media websites the need to network is obsolete as so much business development can be done using these tools. However, we need to realise that we do business with people we trust, and face-to-face interaction is the most effective way to build this trust, so getting out and meeting people is still an absolute necessity.
As you progress through your professional career there are many opportunities to network effectively and meet people face-to-face to build these trusting relationships: conferences, industry events, business breakfasts, internal corporate functions, dinners and often simply bumping into people on client site.
SBR Consulting has shared the following 10 tips with clients for many years, developing confidence across the board (we will cover the first 5 this month and the second five next month): Continue reading
“The will to win is not nearly so important as the will to prepare to win.” – Vince Lombardi
Much of the work that I have been doing throughout 2012 has been on the topic of preparation. Many of my clients have commented that the macro shifts that many of us have experienced in the markets in which we operate has resulted in there being fewer easy wins that come to us, necessitating that we take a more proactive approach to winning business. Continue reading
It’s that time of the year again. Many of the companies SBR Consulting is working with are recruiting and looking for the best and the brightest of sales talents.
With 2012 sales results almost finalised, December is the month when many of you are contemplating changes in the company. Maybe you are considering a redistribution of roles, maybe you have people leaving after receiving their final bonuses or have people who need to be replaced because they haven’t achieved their targets. In order to match the expectations of the new goals for 2013, December is the time to start recruiting. Continue reading