Rethinking Land & Expand Selling
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
I was recently asked by a client to describe the role of an internal Opportunity Coach/Challenger and I thought that this description could be..
The number of RFPs you receive indicates the strength of your brand and the success of sales, marketing and social selling activities. But what’s..
Over the past 30 years I have consulted and trained many professional service firms (PSFs) on the topic of sales. They come from a range of..
In RFPs there are always more losers than winners. The customer can choose a better or cheaper solution, to do the project internally or not at..
Working at the coal-face with clients has recently highlighted two significant deficits:
Are your proposal presentations now delivered remotely? I've developed this checklist to help you create, dry-run and reflect on your performance.
Asking questions is a vital skill but I believe it is being used poorly and this is undermining the level of trust between salespeople and their..
Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..