How to Find, Win and Retain Clients for Professional Service Firms
Get More Clients Podcast: Interview with Tom Searcy of Hunt Big Sales
Readers of my Outside In Newsletter will know I’m a big fan of Tom Searcy’s new book RFPs Suck!. It’s the first real coverage of how to win business by effectively responding to Requests for Proposals and Tenders.
As all professionals know: RFPs and tenders are becoming increasingly common. It’s no longer possible to ignore or [...]
Sales Excellence Podcast ? Episode 4 : Lead Nurturing
In 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 [...]
Sales Excellence Podcast ? Episode 3 : An Interview with Mike Southon
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 [...]
Sales Excellence Podcast ? Episode 2 : Let?s Get Real ? An Interview with Randy Illig
Back in 1999 “Let’s Get Real or Let’s Not Play” was published. It was a groundbreaking work – one of the very first books to focus on selling for consultants and other professionals; and one of the very first to take the stance that selling should be about seller and buyer working together to achieve [...]
Sales Excellence Podcast ? Episode 1 : Selling With Stories
Stories and Anecdotes can be one of the most powerful tools in the professional’s sales armoury. And yet they’re often overlooked in favour of more rational approaches: facts, figures and statistics.
However, those who learn to sell with stories find that they gain credibilty, are able to make complex ideas more concrete for clients, and are [...]
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