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From the monthly archives:

December 2007

Making it easy for customers to say “yes”. How to make cross-selling work.

21 December 2007

“Would you like fries with that?”
Some say those are the six most profitable words in business. And cross-selling can indeed ramp up the profitability of your sales.
Yet at the same time, clumsy cross-selling attempts can turn-off customers in no-time and leave a sour taste that damages customer retention.
So when does cross-selling work – and what [...]

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Drifting away from your core sales positioning

19 December 2007

I was recently given a clear reminder of how easy it can be to drift away from your core sales positioning – and how dangerous that can be.
For more years than I care to remember I’ve positioned the value of my consulting services and expertise as being able to practically implement new ideas and solutions [...]

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In Praise of Passion

17 December 2007

The stereotype many people have of salespeople is of an amoral hired gun. A sharp suited, sharp talking huckster who doesn’t care what he’s peddling as long as it brings in the money.
But in reality, the opposite is true of all truly successful salespeople: they have a real passion and belief in the products and [...]

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Selling is simple, isn’t it?

4 December 2007

Selling is simple.
Just like golf is simple and sculpture is simple. You just put the ball in the hole, or chip away all the stone that isn’t your subject.
Selling is simple in concept – but difficult in practice. And often, under pressure to deliver our numbers this quarter or in the heat of the moment [...]

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About Me

I work with professional service firms - consultants, lawyers, accountants, surveyors, architects and coaches - to help them attract more clients and win more new business.

Many professionals are highly skilled at what they do - but are not sure how to best market their capabilities and are uncomfortable in selling situations. I help them get comfortable and competent at marketing and selling their professional services - helping them to grow their practices and build fulfilling careers.
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Who I Work With

I work with the leaders and staff of professional service firms to help them achieve their business growth goals.

My clients are lawyers, consultants, accountants, architects, surveyors, coaches, and other professionals. I help them improve their marketing and sales capabilities to get more clients and win more new business.

My clients are primarily based in the North West of England: Greater Manchester, Cheshire and Merseyside
Typical Client Challenges
I typically work with my clients to help them:
- Generate More High Quality Leads
- Get More New Clients
- Retain and Grow Business with Existing Clients
- Gain Control Over their Sales Pipelines
- Manage their Key Accounts more Effectively
- Build a Positive Business Development Culture
- Grow the Sales Capabilities of their Team
My Services
A typical engagement will start with a Business Development Healthcheck to identify strengths and weaknesses in marketing & sales.

Then depending on priorities, I will deliver tailored services in areas such as:
- Business Development Strategy
- Client Relationship Management
- Sales Pipeline Management
- Sales & Marketing Training
- Business Development Coaching
About Me

I've been helping some of the world's leading organisations with their marketing and sales challenges for over 16 years.

More importantly, I've "walked the talk" and sold multi-million dollar consulting engagements across multiple countries and cultures.

I'm far from a natural salesperson. But through study and experience I've learned what it takes for even the most reluctant of professionals to become highly effective at marketing and sales - and that's what I teach my clients

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