Episode 154: Revenue Generating Activities as a Path to Profitability—with Catherine Brown
When good humans focus on revenue-generating activities, good things happen. You get to sell your services to good people and then get to do great work for them. But it requires focus and action and a mindset that doesn't prevent all the goodness from happen!
On this week’s episode of the Craft of Consulting Podcast, sales expert and author Catherine Brown of ExtraBold Sales, defines what revenue-generating activities (RGAs) are and how to make sure you do them regularly to keep your pipeline full and flowing.
Catherine Brown lights the way to selling like a good human. In this episode, we talk about:
Justifying low sales activity because you just don’t like to sell
Defining revenue-generating activities (RGAs) for your consulting business
Changing what you do with your days to support consulting sales
Sharing the process for setting up sales calls
Being a relationship builder for the long haul
Preparing before engaging in RGAs
Not making up stories to stop you from doing RGAs
Getting past mindset blocks that get in the way of sales
Worrying less about being spammy when you do RGAs
Cultivating referral partners as a path to sales
For more information about Catherine Brown: extraboldsales.com
Catherine’s Book: How Good Humans Sell