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..
Recent Posts
The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..
07-Dec-2020 12:45:04
Topics: Sales Management
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..
03-Nov-2020 10:59:23
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..
27-Aug-2020 15:36:21
Topics: Proposals and RFPs
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..
16-Aug-2020 18:38:24
Topics: Sales Management, Mindset
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..
27-Jul-2020 12:42:03
Topics: Proposals and Presentations
Working at the coal-face with clients has recently highlighted two significant deficits:
21-May-2020 14:06:18
Topics: Sales Management, Proposals and RFPs, Mindset
Are your proposal presentations now delivered remotely? I've developed this checklist to help you create, dry-run and reflect on your performance.
02-May-2020 06:59:14
Topics: Proposals and Presentations
08-Apr-2020 10:52:21
Topics: Sales Management
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..
18-Jun-2019 16:30:32
Topics: Sales Training
Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..
08-Apr-2019 10:47:12
Topics: Sales Management
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