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Where is the Money?



Simple, Cost-Effective Approaches for 8-Figure B2B Businesses

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by Mary-Rose Hoja in EPE

Today I’m going to be doing a quick walk through of my simple system for how to structure your day to make sure you start with sales and while ensuring that you are building your pipeline, caring for your clients, AND taking time for YOU.

There is no point in having the pedal to the metal if you burn yourself out and you and the people around you can’t enjoy the fruits of your labours.

This is really simple!

Prefer a video version of this post? We’ve got you covered!

Get a piece of paper. Write at the top:

Where is the money?

Beneath that write:

  1. Chase outstanding payments
  2. Prospects
  3. Influencers
  4. Platform
  5. Clients

Now, I’m going to give you 6 things that you do every day to make sure you behave as you will be when you are closing deals at the level you deserve.

  1. Do something you enjoy, like have your coffee. Or have a think, meditate or just look out the window. The point here is that rituals are very important to hold fast to. This is not woo woo or silly.  This is about anchoring who are and what is important to you in a way that is completely uncoupled from your work or from domestics or anything else. Marinate in your own awesomeness. You need to have total conviction of your own amazingness and your own transformative value before you can convince anyone else, especially at the senior decision-maker levels.
  2. Chase outstanding payments. You need to be checking your bank accounts, who has paid you, who hasn’t , and who’s card has gone through. You need to be really rock solid and on top of that.
  3. Prospect activity. Minimum two, preferably five. You’ll notice that as you’re moving up the value ladder and moving up the level of deals ladder, you will be having fewer prospects but they’re much richer and higher-quality prospects.  So a minimum of two, preferably five every day. Sales activity first, always.
  4. Influencer activity. A minimum of two interactions, but preferably five. Influencers are anyone who was or is a great client, or anyone who has either bought from you or into you and will refer you and act as a your champion. Influencer activity is where I see most people fall down, and this is the source of your biggest and best business! You need to be doing something focused every day, adding value to people or seeing what they’re complaining about. Be intentional about providing value proactively.
  5. Platform activity is your marketing activity. Again, a minimum of two per day, but preferably five. This includes panel discussions, your talks, your networking, or any posting online. LinkedIn is especially important, as that remains the defacto professional platform on the planet.. These are all the activities that build your visibility, credibility, and authority. They also build awareness of you, how you work, and that you may be an answer to their leadership-level problems and to what is keeping them awake at 3am. That is where you need to be visible in a way that is relevant in order for you to be credible, and then to have success.
  6. 6. The last thing on the list, is client work – stellar client service. Always, always, always be providing world-class service and anticipating what your people need. Always be striving for testimonials, even if you haven’t finished your delivery. Be looking at the journey that you’re taking them through, because even then if they never buy from you again (and they should!), you always need to remember that they’ll become influencers then, and your reputation is what is going to be following you.

And when you’ve completed your list, you must unplug. Go do something else. Exercise, walk outside, play, garden, listen to music, create art. Some type of creative or active relaxation, especially if you’re selling up to the higher levels and a lot of skeptical people and having to do a lot of transactional kind of work. It’s really important that you balance that with paying attention and developing the creative side of you in active relaxation.

In my world there is so much go-go-go that it feels like you can never take your foot off the pedal. But look, you are not a start up – you have traction on some front.

This is full systems thinking! You need to be behaving every day as you will be when you are close deals at the level you deserve. This is also called manifesting. It’s super powerful because you will really see that you are starting to talk about different things, hang around with different people, listen to different kinds of music, do different hobbies, and look in different shops.  

And you’ll see that this makes sure not all your time is spent on clients, or on prospecting, or on wining and dining your influencers, or on marketing. You need to be doing a little bit on all fronts. You need to be building your pipeline, especially moving into 2020 and the projected stagnation of the economy – or at least a shift.

As soon as you can, you will want to get help with the online work. You need to be online, especially when entering a new network and getting your name known, but I would never advise doing the online part on your own. You need to stay in your zone of genius. Your platform activity is really important to be consistent about, because it looks much worse to have no activity, and then suddenly you get on radar, and then you disappear again. This on/off behaviour is like crying wolf, and it also makes it really obvious that you are looking for work, or you want something from people.

These six points will mean that you structure your day in a really great way. It gives you a fantastic snapshot of your business, of your business activity and the landscape, not just talking in an ecosystem kind of way.


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Simple, Cost-Effective Approaches for 8-Figure B2B Businesses