Category Archives: Uncategorized
Unlocking The Potential of Your Clients
One of the most neglected aspects of most professionals and businesses is the failure to maximize the potential locked up in their client base. It is generally accepted that it costs between five and seven times as much to obtain a customer as to retain one. During this episode I share some proven ways for…
Generating New Business: Who will you contact?
Poor prospecting is often responsible for stalling the promising careers of many professionals. They struggle with generating new business for their firm, often unsure about whom to contact and how to land a meeting. Unfortunately, professional development focused mainly on the technical aspects of their role. The development, organization and maintenance of a targeted list…
Focusing on Your Vital Few
I often see too many professionals trying to focus on too many things and be all things to everyone. In this episode I show you how to distinguish between the vital few, routine and trivial and the right areas to focus on to drive growth and maximise the value of your business. Listen here
How to Build A Dynamic Prospecting List
Who are you going to call? To get more meetings with prospective clients you need a prospects – individual names prospective clients on hand that you can contact by phone or email to obtain a meeting. A well prepared list will save you time and make your prospecting more efficient and enjoyable. In this podcast…
Becoming a Proactive Prospector
Prospecting can become your biggest headache or greatest opportunity to drive growth. In this podcast I share five techniques that can be implemented in just 15 minutes per day to keep your sales pipeline flowing with new business opportunities. Click here to listen
Planning For Growth: A Matter Of Strategy
Do you find it a challenge to convert your revenue growth plans into reality? Well, you’re not alone. I regularly encounter leaders and firms who set ambitious growth goals when the market is booming but when the market shifts, these plans are quickly abandoned. Why do so many firms struggle to convert their growth strategy…
Podcast
Top performers take responsibility for their own continuing education and professional development. In this podcast I share how you can do that and take charge of your career. Click here to listen
Top Producer Podcast – Stealing Market Share From Your Competitor
Your competitors top clients should be on your prospect list. If you maintain a target list between 10-15 competitors accounts and are able to convert a couple of these a year – you will be produce superior growth. In this podcast I’ll show you how to do just that. Listen here
100 percent Full-Time Clients
100 percent full-time clients is the most efficient way to maximise the value of your business. Full-time client’s means, you have 100 percent share of your clients wallet, you are their go to person. In this podcast I show you to how covert your top clients (top 20%) into 100% full-time. Click here to listen
Practice Makes Perfect
All top professionals practice. It’s the fastest way to improve any skill. Regularly practicing your sales skills in a safe environment will enable you to deliver in the moment when in front of a prospective client. In this podcast I share seven capabilities top professional continually practice to stay on top of their game. Click…
