I'm closing off my coaching programme to new clients from Friday 12th March. I have space to take on only 3 more coaching clients before then.
Click here for details on how to apply.

From the monthly archives:

September 2008

Online CRM/Contact Management Reviews

28 September 2008

Jan Visser’s SalesTeamTools is a great site. Lot’s of useful articles, features and resources.
One area I’ve found very useful recently is the section reviewing and comparing online CRM/contact management tools.
If your contact/prospect list is longer than a handful of people, you really ought to be using something better than a spreadsheet or your normal emai [...]

Read the full article →

Forget Your Competition

26 September 2008

It’s really important to think about your competitors when developing strategy and trying to develop a unique differentiated position for your products and services.
But when you’re selling – actually communicating with customers – thinking about your competitors, or even your differentiators, can be a huge mistake.
What customers are primarily interested in, of course, is what [...]

Read the full article →

Avoiding the “Treacle Effect” when Selling to Big Companies

22 September 2008

Selling to large companies can often feel like you’re “wading through treacle”. Progress is slow at best, and it often feels like you’ve taken one step forwards only to take two steps back.
Often the challenge is not the company itself, or even their slow decision-making processes – it’s the salesperson’s lack of knowledge of how [...]

Read the full article →

Is Business Development Important for Small Law Firms?

7 September 2008

The Law Society (in the UK) recently released their Small Legal Business Toolkit: a guide to “Setting up, managing and retiring from practice for legal SMEs”.
The guide is mostly very thorough – it’s 161 pages of A4 and covers topics from setting up and registering your practice, structuring your firm, tax, business planning, acquiring staff, [...]

Read the full article →