9 April 2009 Leave a Comment

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

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The Sales Excellence Podcast Mike Southon is one of the UK’s leading business experts and entrepreneurs. He’s best known today for his best selling “Beermat Entrepreneur” series of books and his regular column in the Financial Times.

Mike built his reputation, however, in sales – and in particular: selling professional services.

I caught up with Mike recently and asked him about how professionals can differentiate themselves in a crowded marketplace; and how firms can build more sales oriented cultures.

Podcast: Play in new window | Download

Mike has a number of free resources available on the Beermat Entrepreneur site – I thoroughly recommend you head over and take a look at them.

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Filed Under: Marketing Professional Services Tagged With: interview, mike southon, podcast

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Who I Work With

I work with independent professionals and professional service firms to help them achieve their business growth goals.

My clients are consultants, coaches, lawyers, accountants, architects, surveyors and other professionals. I help them improve their marketing and sales capabilities to get more clients and win more new business.

Although I'm based in the North West of England and do a lot of work in Greater Manchester, Cheshire and Merseyside, I have many clients across the UK and a number of overseas coaching clients who I work with by phone/Skype.

My Services

I deliver two primary services: coaching and training.

With coaching, I work personally with the individual to identify their major challenges and opportunities and create a strategy or plan to address them. We then work through that plan over time and I support them in its implementation.

Coaching usually takes place via structured 60-90 minute meetings or calls where we review progress and learnings since the last session, discuss priorities and options, and plan for the next time period

For larger businesses, I also deliver tailored training courses in areas such as:

Generating high quality leads (e.g. through networking, seminars, online, etc.)
Selling skills for professionals
Executive Relationship Building and Client Relationship Management
Pitching and Sales Presentation Skills
Generating referrals and extension work from existing clients and partners
Using the web and social media (Linkedin, Twitter, etc.) to win clients

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