An unexpected way to disarm your opponent

Andrea Howe
Category : Weekly tips March 27, 2017
An unexpected way to disarm your opponent

This post is part of our Weekly Tips series. Today we flash back 20 years and learn from a video…

Five ways deliverers can get comfortable with “selling”

Andrea Howe
Category : Weekly tips March 20, 2017

This post is part of our Weekly Tips series.

It’s an age-old challenge in the consulting industry: how to help the deliverers—the ones who actually labor side-by-side with the client—to develop more business.

The biggest barrier is a mental barrier. I mean, let’s be honest, “selling” is usually perceived as a less-than-meritorious endeavor—whether we’re selling a product or service for a fee, or selling an idea. And delivery people usually falter because they’re just not sure how to approach opportunities in an un-smarmy way.

Think you’re a great listener? Try this.

Andrea Howe
Category : Weekly tips March 13, 2017

This post is part of our Weekly Tips series.

Listen, listen, listen. I harp on it all the time in our programs and in these weekly tips. It’s a critical skill for anyone endeavoring to be a trusted advisor. And I don’t care how adept you think you are as a listener, there’s always room for improvement.

Is this slide lurking in your decks, too?

Andrea Howe
Category : Weekly tips March 6, 2017

This post is part of our Weekly Tips series.

I made my way back up the aisle of an airplane last week and caught a glance of a laptop screen with an all-too-familiar display: a presentation slide with about 20 logos on it. Ah yes, the picture that’s worth 1000 words, meant to convey, “We work with organizations like yours, or organizations that should impress you, or both.” I assumed it was part of a pitch deck and immediately wondered how far into the deck this slide found itself.

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