From the monthly archives:

December 2008

Three Painful Truths for Business Developers

12 December 2008

Painful Truth #1 – Your Customers are Busy No, I mean really busy. Business executives today are overloaded, overstressed and over-sold-to. We used to live in a world where business opportunities were in short supply. Today, business executives are bombarded hourly with offers from sales people offering to slash their costs, double their profits, turbo-charge [...]

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Book Review: Making the Number – How to use Sales Benchmarking to Drive Performance

7 December 2008

Making the Number is a new book focused on Sales Benchmarking by Greg Alexander, Aaron Bartels and Mike Drapeau. The book sets out a clear methodology for benchmarking sales activities and performance and shows readers what to measure, how to measure it, and how to use this information to improve sales performance. There’s a lot [...]

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Understand Your Client’s Beliefs to Learn How to Sell More

3 December 2008

I was listening to an audio version of Dave Lakhani’s book Persuasion today and he made a point which really made me sit up and think. His point was that when persuading – or in our case when selling – it’s critical to understand the underlying beliefs of the person you are trying to persuade. [...]

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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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