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Home > 2009 > April

From the monthly archives:

April 2009

Sales Excellence Podcast – Episode 4 : Lead Nurturing

30 April 2009

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In most businesses, between 70-80% of your leads are long term. They’re potential clients who pass all your qualifying criteria – but [...]

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Pain at John Lewis – a lesson in awful customer service

22 April 2009

One of the prerogatives of being a fairly well read blogger – especially of a sales related blog – is that every now and then you get to rant about a bad customer service experience you’ve had.
This is my time.
And it’s a doozy.
I’ve just spent the best part of an hour being grilled by the [...]

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Sales Velocity: The Hidden Lever

21 April 2009

It seems to be a trend at the moment amongst sales gurus to highlight that “there are only three ways to increase sales”: More leads, higher conversion of leads to sales, and more revenue per sale for example.
Leaving aside the fact that pointing this out is hardly a revelation – and that the real value [...]

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The Rainmaker Network now Open for Business!

11 April 2009

My new “baby” has just launched: The Rainmaker Network
The Rainmaker Network is a worldwide free to join network (hosted on Linkedin) focused on helping partners, marketers and business developers in Professional Service Firms to attract new clients and win new business.
The network provides a forum for debate, discussion and help for all those involved in [...]

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Helping Professionals Sell Using Empathy Styles

10 April 2009

One of the biggest barriers professionals have in developing their selling skills is that they simply don’t see themselves as salespeople. Many carry round negative sterotypes of salespeople – but even when they don’t, their image of a successful rainmaker is of a charismatic extrovert with highly developed social skills.
Not fitting this model themselves, they [...]

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Sales Excellence Podcast – Episode 3 : An Interview with Mike Southon

9 April 2009

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Mike Southon is one of the UK’s leading business experts and entrepreneurs. He’s best known today for his best selling “Beermat Entrepreneur” [...]

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