Posts tagged as:

follow-up

Why You Should Enter Your Contacts in Your CRM System Yourself

10 May 2009

As businesses grow, they very sensibly begin to delegate or outsource “administrative” tasks. One such task is often the inputting of contact details from business cards into the contact management or CRM system. The task is typically delegated to junior staff, or nowadays a virtual assistant or service such as Shoeboxed.
As a sole practitioner I [...]

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Don’t Put Me On Your List

21 March 2009

A topic I’ve blogged about frequently is the importance of good follow-up and of nurturing relationships over time.
In The Importance of Good Follow-Up I highlighted the futility of the “Nice to meet you, if you ever need our services…” email follow-up to networking meetings and suggested a number of value-adding alternatives.
One trend I’ve noticed recently [...]

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The Importance of Good Follow-Up

20 October 2008

We all know that good follow-up is vital in sales. According to the Gartner Group, almost 70% of leads are mishandled in some way. So great follow-up will give effective salespeople a huge advantage over less rigorous competitors.
But how many times have you come back from a meeting or networking event and received this sort [...]

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Ask for that meeting – and grow your sales!

12 March 2008

Early in my sales career I learnt a very simple tactic which made a significant difference to my sales – and I noticed recently that I had stopped using it. So as well as restarting its use for myself, I thought I’d share it. It’s most appropriate for consultants or other professionals who have to [...]

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About Me

I work with professional service firms - consultants, lawyers, accountants, surveyors, architects and coaches - to help them attract more clients and win more new business.

Many professionals are highly skilled at what they do - but are not sure how to best market their capabilities and are uncomfortable in selling situations. I help them get comfortable and competent at marketing and selling their professional services - helping them to grow their practices and build fulfilling careers.
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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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