Professional Services firms are feeling the pinch

By / / Brand & Reputation, Complex Selling & Transactional Selling, Marketing, Prospecting, Sales Culture, Sales Driven Organisations, Sales Motivation & Rewards, Strategy, Success

Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al

Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many have to come to grips with the fact they need to sell. The market has definitely changed. You cannot sit there aggressively waiting for the phone to ring anymore.

In speaking with one partner from a well respected law firm, he vented his frustration at the lack of action being taken in his firm by partners and their teams in terms of driving the push to find new business in current and …

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Leadership, Sales and a Clear Message

By / / Brand & Reputation, Communication, Ethics & Values, Marketing, Prospecting, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Strategy, Sales Training, Strategy, Success, Vision, Mission & Purpose

Welcome to 2009.

Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without exception, we discussed the current and possible effects of the GFC (global financial crisis) on our markets and especially on our thinking and our actions moving forward. We discussed the importance of open, clear and honest communication and decisive leadership, clear goals and defining what we stand for.

We discussed the fact that it would be very hard for people to make ‘easy’ money this year i.e. playing the stock market, etc. …

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Create your own opportunities

By / / Attitudes & Behaviours, Call Reluctance, Networking, Prospecting, Sales Results, Sales Skills, Strategy, Value Proposition & Value Add

Just one idea can positively transform your life, career, income and wealth.
As I have written before, in uncertain times, we can let the negativity of current events and others consume us or we can continue to look for opportunity. Excessive worry, however, can often cause us to lose sight of our goals and can limit our creativity and problems solving capabilities just when we really need them.

These tough times call for us to be even more innovative, inventive, creative and persistent. Some of the most successful sales people are the most adaptive and creative people you can …

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Insights from being in business for 13 years

By / / Brand & Reputation, Business Acumen, Self Development, Strategy, Success, Vision, Mission & Purpose

Happy New Year to you all. I wonder if you took time off over the Christmas-New Year break and, like me, had a bit of trouble letting go initially and then found yourself easing into enjoying a little time off from work commitments. It’s when I slow down that I find some of my thoughts drifting to why I got into business for myself in the first place. There is a good reason for this. You see on the 9 January 2008 my business will be 13 years old.

Around that time, 13 years ago, I wasn’t happy where I …

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Who is your brochure written for?

By / / Communication, Marketing, Sales Culture, Sales Relationships, Sales Skills, Social Media, Strategy, Value Proposition & Value Add

Have you ever looked at who most company brochures are written for?

Every sales person or manager I have posed this question to looks at me sheepishly. Their gaze is averted and they appear embarrassed. They know exactly what I am talking about.

What they are embarrassed to admit is that most of the brochures or advertising material that we come across is written for the company glorifying the company and its products, its commitment to customers, its founders or CEOs and so on, rather than speaking directly to the customer about the customers’ issues, concerns or aspirations and how the company …

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