Month: February 2019

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Do you have the vision?

By Liston Witherill / February 28, 2019 / Comments Off on Do you have the vision?

I was listening to the Startup podcast a while back. This season is about a charter school founder in New York City. In one of the interviews, they were talking to a mother, Natasha, who put her child in the charter school. Here’s the exchange, with emphasis added: NATASHA: Miss Moskowitz visited the Head Start…

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Winning Pitches With Big Companies, with Robby Berthume

By Liston Witherill / February 28, 2019 / Comments Off on Winning Pitches With Big Companies, with Robby Berthume

As the saying goes, “You win some, you lose some,” but what about the companies that seem to win all the time? In your sales process, winning pitches is undoubtedly the goal, but knowing how to approach pitches proactively will make all the difference. My guest today is Robby Berthume, CEO of Bull & Beard,…

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The danger of ROI selling

By Liston Witherill / February 27, 2019 / Comments Off on The danger of ROI selling

I was talking to a new Consulting Sales Bootcamp client yesterday. During our kickoff call, he asked me about accelerating the sales process with a particular sales opportunity. In this case, he’s working with a manager who is not the ultimate buyer, but will make the case to the CEO. The manager needs help making…

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Sales KPIs for Consulting Sales

By Liston Witherill / February 27, 2019 / Comments Off on Sales KPIs for Consulting Sales

Whether we like to admit it or not, we suck at estimating and planning. In our sales process, it’s essential to track and follow metrics with sales KPIs. Key performance indicators will help us forecast and improve what we’re doing, what’s working, what’s not, and how to make adjustments as we go. We tend to…

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Why categories matter

By Liston Witherill / February 26, 2019 / Comments Off on Why categories matter

I have to warn you: if I keep getting responses to these emails, subsequent emails will be more and more useful to you and everyone else. You’ve been forewarned. List member, reader, and client Ryan H. wrote in this response to yesterday’s email about IRL follow up: Most of the time no (I don’t follow…

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SEO For Creative Agencies With Chris Bolton

By Liston Witherill / February 26, 2019 / Comments Off on SEO For Creative Agencies With Chris Bolton

Running a creative agency requires much more than just being creative. Having a good sense of business development and strategy will make for a smooth run of your agency; at least that’s what my guest, Chris Bolton, is sharing with us today. Chris is the Strategy Director at Murmur Creative, a creative agency right here…

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IRL needs follow up

By Liston Witherill / February 25, 2019 / Comments Off on IRL needs follow up

Just sneaking in before midnight local time here. Thanks to reader Chris Ortolano for his response to Friday’s article about relationships and IRL marketing being a permanent and defensible channel because of how poorly they scale: Any marketing : email, direct dial, social, direct mail, pods, posts, and IRL should reference to some form of…

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Relationships and IRL marketing

By Liston Witherill / February 22, 2019 / Comments Off on Relationships and IRL marketing

Yesterday I made the argument that if you want to increase your leads and sales, becoming a multi-channel threat is now, or will be soon, the only effective way to do it. I’ve interviewed a fair number of firm owners and universally I find that they’re doing a lot of different things in order to…

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On becoming a multi-threat

By Liston Witherill / February 21, 2019 / Comments Off on On becoming a multi-threat

How can you be heard in a world increasingly filled with noise? Even as we have wonderfully useful tools to communicate – like this here email that you’re reading – it becomes harder and harder to rise to the level of importance that would cause a well-curated group of people to pay attention to your…

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Sales Proposals That Win With Reuben Swartz

By Liston Witherill / February 21, 2019 / Comments Off on Sales Proposals That Win With Reuben Swartz

If you’ve drafted sales proposals that generated no response, chances are you’re not putting your best effort forward. Reuben Swartz, founder of Mimiran, is my guest today and he’s sharing his top tips for creating sales proposals that win. A key component of drafting and creating proposals starts with a story. If you’re just unloading…

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