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
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Ianbrodie submitted the following stories to BizSugar
An Interview with Mike Southon - podcast
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5488 days ago
Made Hot by: tiroberts on April 15, 2009 2:03 am
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
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Avoiding the “Treacle Effect”
Posted by ianbrodie under SalesFrom http://www.lighthousebc.co.uk 5491 days ago
Made Hot by: on April 7, 2009 2:05 pm
Selling services to large companies can often feel like you're “wading through treacle”. Progress is slow at best, and it often feels like you've taken one step forwards only to take two steps back.
Often the challenge is not the company itself, or even their slow decision-making processes - it's the professional's lack of knowledge of how deci
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Book Review: How to Win a Pitch | Sales Excellence Sales Blog
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5497 days ago
Made Hot by: on April 1, 2009 9:41 pm
Pitching - making a sales presentation to win a large piece of work - is critical to high end sales of major products and services. yet it's so often done badly.
Joey Asher's book "How to Win a Pitch" provides a simple yet comprehensive framework to deliver all they key fundamentlas needed to excel at pitching.
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Two Simple Steps to Getting More Referrals
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5498 days ago
Made Hot by: on April 1, 2009 3:14 am
"Referrals from Colleagues" and "Referrals from Other Service Providers" were identified as the #1 and #2 method used by buyers of professional services to identify and learn more about providers in the 2009 RainToday.com Benchmarking Study "How Clients Buy".
But in practice, few of us get enough high quality referrals.
This article sh
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Don't Put Me On Your List | Sales Excellence Sales Blog
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5508 days ago
Made Hot by: on March 23, 2009 1:45 am
More and more people seem to be subscribing me to their email newsletters after we meet face to face. But just because I give them my business card doesn't mean it's the right thing to do to put me on their mailing list.
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How to Screw Up Sales Technology Implementation
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5512 days ago
One reason to listen to the sales reps who design your sales technology systems.
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Following Up From Networking Meetings
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5514 days ago
Made Hot by: starresults on March 16, 2009 8:43 pm
Great tips on following up after networking events
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The Magic of Helping
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5519 days ago
Made Hot by: neshthompson on March 14, 2009 9:47 am
What salespeople can learn from a young magician and his approach to promoting his magic school.
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Networking: Start Early & Start Right | Sales Excellence Sales Blog
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5532 days ago
Made Hot by: on February 26, 2009 5:23 am
Networking is a vital skill for lawyers hoping to bring in new business. Two key learnings from recent research highlight that:
a) You need to start early to reap the benefits later - it takes much longer to build a network than you expect
b) Formal networking training can accelerate the skill building process - but is most often overlooked
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