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From the monthly archives:

February 2008

Beating your #1 Competitor – the Status Quo

22 February 2008

No, not the band, of course.
If you’ve read any of Stephan Schiffman’s Sales Training books you’ll know he believes the number one competitor of any sales person to be “The Status Quo”. In other words, rather than going with you or a competitor, the customer decides to do nothing. Either not buy, or stick with [...]

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Turbo-Charge Your Sales Stories;

11 February 2008

Selling with Stories proved to be my most popular blog post yet. Not surprising really – it’s a brilliant sales technique – one I almost felt guilty giving away.
Shortly after I posted it I was alerted by a post on Carol Bentley’s B2B Copywriting blog to an even better template for these story-come-testimonials. She highlighted a [...]

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Selling With Stories – A Powerful Tool for Building Trust and Credibility

4 February 2008

The art of storytelling is dying.
We live in an age of soundbites, special effects, snappy comebacks and the 30-second attention span. It seems that no one is interested in taking the time to listen to, or tell a good story.
Yet think back to the last time you were truly moved by a film or play [...]

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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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