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Activity Equals Results
The #1 cause of poor performance and results is poor activity. Top performers spend 70% of their available time on sales-related activities – which means soliciting for new business and servicing their category A and B clients. Average performers, on the other hand, do just the reverse. They spend 80% of their time on low…
How Top Performers Spend Their Time
A study of top performers showed they spend 70% of their available time on sales related activities as follows: 32% Soliciting new business 43% Servicing existing clients 8% Professional development and training 16% Administration and management Average performers, spend less than 30% of their available time on sales related activities and up to 70% on…
One Skill Every Professional Should Master
I was recently interviewed by MFAA magazine on the importance of cold calling and why every professional should master this classic business development technique. Read it here https://www.mfaa.com.au/node/647
15 Proven Ideas for Filling Your Sales Pipeline Quickly
Your sales pipeline of prospects is one of the most important metrics to track and monitor. A strong pipeline filled with quality prospects is a clear indicator of your business success in the comings months. Clifton Warren will guide you through 15 proven yet overlooked ways to build and maintain a sales pipeline filled with…
How Did You Get That Lead?
Generating high-quality leads will always be a high priority for professionals. Top performers learn and develop good prospecting habits early in their careers. Average performers, often rely on third party sources for their lead generation. A survey of several hundred professionals revealed the most effective lead generation methods: Networking Online Telemarketing Direct marketing Traditional advertising…
New Book
My new book “Cross-Selling Financial Services: A Professionals Guide to Account Development” published by Business Expert Press, will be released in mid-November.
The 4 questions prospective clients are asking
When you meet prospective clients, or anyone else who does not personally know you and your firm, you can be sure they have four important questions on their mind: and you should be able to answer them. Who are you? What do you do? What value do you provide? With whom do you work? Who…
Why You Need More Than Just Revenue Goals
It’s July. What does that mean to you? For some, it’s the start of a new financial year; for others it’s the half-way mark. Either way, now is a good time to revisit your goals and objectives. It’s easy to get caught up in the day-to-day running of your business, particularly during the times you’re…
How to Package and Position Your Expertise
Top professionals understand that they are in the marketing and selling business, and the primary reason for their existence as financial services professionals is to market and sell products to existing clients, and acquire new ones. Failure, or the inability, to do this effectively is the number one reason many professionals and firms do not…
