Defining your own success: Building a successful career starts with the ability to act. Consider what you are trying to develop today, for what purpose and for what outcome. Your behavioural competency, strategic thinking, and communication style should be high on the agenda.

Keep a running record of your development to track your milestones of success sharing with others for support. Hold yourself accountable for milestone achievements. When achieved, be proud and celebrate that success publicly. You will help others learn along the way.

What people say when you are not in the room: The consistent value others experience when working with you is what you are known for. Volunteer first, speak last, and take other people on your journey as you demonstrate who you really are.

Present yourself, both digitally and in person, as you want others to see you. Develop your own communication style that is memorable, always for the right reasons and ensure you maintain your commitments to the highest quality standard possible. 

Take pride in the details, as work within the details is what matters the most.

Your executive checklist: The process that allows you to make informed decisions about what you believe you know and what you believe you should do next. Integrating multiple perspectives to find the way that works correctly for you, enables a repetitive mode of structured selling.

Bringing people in around a common language ensures that those who you require support from understand the minimum expectation you have for their participation. The compound benefits will be felt in risk spotting earlier, improved intelligence within the deal and enhanced confidence in your ability to win.

The health check of your work: A highly visible process where the final numbers always tell the truth. Opportunity management to closure of revenue is a daily task, allowing for accurate forecasting. Know your deals. Know your numbers. Know the dates.

Taking pride in the quality of your sales pursuit enables the accurate representation of the structure of the revenue you are delivering. Being in control is demonstrated by the accuracy of your close plan, which is built on the quality of your ability to operate within a sales methodology.

If I only told you one thing: Your ability to demonstrate the quality of your discovery, your understanding of their business and requirements and most importantly, the impact you will make. All at a business level. 

The justification for spend with you comes from your representation of the human impact, business impact, their customer impact and Return on Investment (ROI) and Total Cost of Ownership (TCO). 

Resist the temptation to say how great you are, and focus on telling the story of how great you will make them.

It’s going to cost how much?: Alter the narrative from a cost of acquisition to a financial benefit. Start early in every sales cycle. Understand the cost of operation, the cost of doing nothing, and the value that can be created with change. 

Completion through collaboration enables all parties to fundamentally see the financial sophistication of a transaction, in language the customer recognises with figures that are accurate, delivering a quantified return.  

Engage with procurement throughout, support your champion in discovery of data, have the hard conversations, and take the lead in building out the model that meets the requirements of a CFO.

Learning and development is personalised. The structure is uniform. 

The repeatable five stage plan will guarantee you are advancing in a practical manner, seeing real results at speed. Your challenge, actually going and making the behavioural adjustments to achieve.  

• Stage One: 20 minute Introduction & Healthcheck on your life and career ambitions
• Stage Two: Build a Personal & Career Plan
• Stage Three: What is immediate for you against your personal and career plan. Managed over an initial five sessions
• Stage Four: What is next for you, built into an experience structure 
• Stage Five: Async advisory as required