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Rethinking Land & Expand Selling

Posted by Philip Kreindler

The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one..

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Demystifying Sales

Posted by Philip Kreindler

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..

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Qualify Out or Win

Posted by Philip Kreindler

Working at the coal-face with clients has recently highlighted two significant deficits:

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Safeguarding your pipeline - guidance for sales leaders and sales professionals in challenging times

Posted by Philip Kreindler
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Does Salesforce increase Sales?

Posted by Philip Kreindler

Salesforce.com is an incredibly successful CRM software company. But does Salesforce (or in fact any other CRM system) help you to improve win..

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Goodbye USP, Hello UBE - 10 steps to create a Unique Buying Experience (UBE)

What’s the USP for the product or service you are selling? My guess is you don’t have one. In fact, very few vendors have a selling proposition..

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The single best way to make a sales excellence program work

Posted by Philip Kreindler

One of the most interesting aspects of the job of a Sales Performance Consultant is to learn why some organisations achieve much better results..

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You should eat your own dog food

Posted by Philip Kreindler

I was inspired to write this article by the experience of one of our own consultants. Let me tell you about Peter. He is now a strong member of..

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How good Sales Forecasting can improve your reputation

If the most important thing a Sales Professional can do is sell, why do Sales Leaders put so much emphasis on forecasting? And how do you forecast..

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Stop your sales team not selling

Posted by Philip Kreindler

Most sales people are hired to sell but spend their time doing other things. Furthermore, most sales managers should be developing the..

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