While every business development professional dreams of out of the blue phone calls from potential customers, they seldom happen.It’s really important to...
Sometimes, often when you least want it to happen, usually at the most serious moment, something happens. A phrase comes out wrong...
Yes it is, it really is…. Selling professional services is different to selling ‘stuff’. You are selling an intangible, a relationship, trust....
(Updated 17 October 2009) Selling anything requires trust, you need to trust the brand, the salesman or (preferably) both. Why do you...
When you’re trying to explain what you do to other people whether in conversation, through the written word or as part of...
With all of the stuff I’ve been writing recently about the importance of campaigning, it’s easy to forget that there’s a hard-edge...
A war is made up of a number of campaigns with distinct aims, leading to your ultimate victory. Campaigns should be connected...
So you’ve identified what it is that you do brilliantly, or at least well enough to offer you real specialist status in...
There’s a gene missing in many professionals who have spent years building their skills. That gene is the “telling anyone who’ll listen...
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