I have always seen myself as a little different from my peers. My partner uses the word "weird", and at times, I tend to agree with her. It didn’t matter if it was the high school graduation speech I started off with the words "bears are more scared of you than you are of them", or even when a software engineering position was created for me at a Dartmouth startup just because I emailed the president, I was always trying to push past the limits of my potential. I always knew what I wanted, I just needed the right strategy on how to get there.
“The world you desire can be won. It exists.. it is real.. it is possible.. it’s yours.”
– Ayn Rand
After helping consultants win more than two million dollars in small business funding and grants (including a funding package from Google), I decided it was finally time to dive head first into the scariest part of business: entrepreneurship. So in 2016, I left the familiar path and started trucking my way through the muck and grind of trying to build my own business.
Six months in, I took at look at my income statement and realized I made a total of $2,000 in revenue, with zero plans on how I was going to increase that figure. I remember speaking with my girlfriend one evening, and I realized what I was missing from my skill sets:
Formal Sales Training.
Back in college, I spent years learning how to dissect algorithms, calculate complicated mathematical solutions, and understand the fundamentals of software development, yet I had no idea how to sit across from another human being and ask for money.
I also realized that sales was the #1 thing that I needed if I wanted to become a successful entrepreneur in business.
And this is where my life changed.
“One reason so few of us achieve what we truly want is that we never direct our focus; we never concentrate our power. Most people dabble their way through life, never deciding to master anything in particular.”
– Tony Robbins
I started to study some of the most successful salesmen and saleswomen. Books, webinars, trainings, mentors, anything I could get my hands on to help me develop these skills. I also decided it was time to start investing in myself to learn the fundamentals of how to become great at sales and negotiations.
Around this same time period, I decided to take my sales and marketing skills and direct them towards helping larger software development firms grow their client base.
Just in the last 12 months alone, I have talked with over 100 consulting firms, in 5 different countries regarding the fundamentals of sales, while also understanding how it relates to today’s modern economy with social media and the digital world.
With working and speaking with that many IT consultants, I started to connect the dots as to why most of their businesses wind up failing.
“The #1 problem of most programmers is that they think incredibly small, and by small I mean they literally can’t think outside the limits of the cubicle that they were born into.”
– Sam Putnam
PROPELLING THE IT PROFESSION FORWARD
I work with IT consultants specifically to figure out what is the vision and the dream that they have for their lives and the possibilities of having a solid mindset. Once the dream has been defined, then we work together to develop the exact steps they need to take to accomplish those dreams, including:
• Exactly how many meetings do we need to have on our calendars each week?
• Exactly how many clients do we need?
• How are we going to get those clients?
• How much is it going to cost to get new and ideal clients?
• How much time is it going to take?
• Who do we need to help us?
• What do we need to learn?
• What do we need to say?
• These questions are important to have the answers to. If you don’t have a clear and detailed plan over the most important part of your business, sales, it has a way of never actually happening and those dreams, never come true.
If you are ready to double down on your consulting and take it to the next level, take a look at our training video
of how I started to finally gain control over the growth of my company and gained a new freedom in my life that I never before thought was possible.