Cross-selling is one of the holy grails of professional services - but so few firms do it well. One of the key issues is that professions are simply not aware of what their colleagues in other service areas do - or if they are, they don't trust them enough to let them loose with their clients.
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Ianbrodie submitted the following stories to BizSugar
Know, Like and Trust - the Keys to Cross Selling
Posted by ianbrodie under SalesFrom http://www.lighthousebc.co.uk 5432 days ago
Made Hot by: on May 13, 2009 7:43 pm
Motivating the Professional
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5434 days ago
Made Hot by: on May 13, 2009 10:09 pm
Motivating professionals is about much more than money.
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Why You Should Enter Your Contacts in Your CRM System Yourself
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5435 days ago
3 Key Reasons why you should think about entering business card details into your CRM system yourself rather than delegating.
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This week has been a great week for podcasts in the world of sales. In addition to my own modest contribution on Lead Nurturing yesterday, a number of my friends & colleagues from across the blogosphere have recently posted new podcasts. This post contains links to them.
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Sales Excellence Podcast - Episode 4 : Lead Nurturing
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5445 days ago
Made Hot by: on May 1, 2009 8:08 pm
n most businesses, between 70-80% of your leads are long term. They're potential clients who pass all your qualifying criteria - but they're just not ready to buy right now.
Ideally, you want to begin to build a relationship with these potential clients so that when the time is right to buy, you're in the front of their mind.
Unfortunately,
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Sales Management: The Role of Coaching
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5447 days ago
An effective sales manager uses many methods to help his team achieve their targets. Different approaches are needed for different team members.
However, one approach that is almost always neccesary is coaching. And unfortunately, it's usually done very badly.
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Pain at John Lewis - a lesson in awful customer experience | Sales Excellence Sales Blog
Posted by ianbrodie under Customer ServiceFrom http://www.sales-excellence.co.uk 5453 days ago
Made Hot by: on April 28, 2009 2:32 am
Is this the most painful customer service story ever? You decide....
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Sales Velocity: The Hidden Lever | Sales Excellence Sales Blog
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5454 days ago
Made Hot by: on April 22, 2009 10:33 pm
One of the key - yet often overlooked - levers for increasing your sales is velocity: the cycle time from initial lead to closed sale.
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Qualification: a Dirty Little Secret
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5462 days ago
Made Hot by: CindyKing on April 15, 2009 2:13 pm
Good qualification is critical for salespeople to avoid wasting time and to focus their energy on higher potential prospects.
But there's a dirty little secret about qualification I'm going to share with you...
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The Rainmaker Network now Open for Business! | Sales Excellence Sales Blog
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5464 days ago
Made Hot by: on April 14, 2009 7:25 am
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 selling professional services - from law f
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