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From the monthly archives:

February 2009

Networking: Start Early & Start Right

25 February 2009

I’m currently carrying out a research project into the most effective business development skills as percieved by North West (England) based law firms – and the best ways of developing those skills in staff.
Some of the results are a little surprising so far – but one thing which I had expected was the very high [...]

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Sales Excellence Podcast – Episode 2 : Let’s Get Real – An Interview with Randy Illig

18 February 2009

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Back in 1999 “Let’s Get Real or Let’s Not Play” was published. It was a groundbreaking work – one of the very [...]

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Sales Excellence Podcast – Episode 1 : Selling With Stories

17 February 2009

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Stories and Anecdotes can be one of the most powerful tools in the professional’s sales armoury. And yet they’re often overlooked in [...]

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Optimism vs. Accuracy – The Rainmaker’s Paradox

17 February 2009

The objective of the rainmaker – the high-end salesperson – is to bring in sales. High quality sales, of course – work the firm can actually deliver, in areas of strategic importance with target clients. But at the end of the day the their overriding objective is to bring in as many sales as possible.
The [...]

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Staying “Front of Mind” with Referral Partners

10 February 2009

One key feature of selling many professional services and other high value business-to-business products and services is that they are bought relatively rarely.
As I detailed in Three Painful Truths for Salespeople this means that whenever you make a proactive sales outreach to a potential client, the chances are very, very high that at that point [...]

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Carnival of Trust for February 2009

3 February 2009

Welcome to the February 2009 Edition of the Carnival of Trust.
This month sees the publication of the 10th Edelman Global Trust Barometer – and it makes for frightening reading. Across their sample of “informed publics” in 20 countries across the globe, 62% of 25-64 year olds reported that they trust corporations less now than they [...]

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