Category Archives: Uncategorized
Sales Mastery
Several years ago, while living in New Zealand, I took up fly-fishing. I took casting lessons to learn the basics, and purchased all the right gear, including rod, reels and waders. For one solid year, I didn’t catch a single fish. I was getting bored and impatient. It would have been very easy to give…
Investing In You
Investing in yourself is one of the best investments you can make to drive your career and business forward. Top professionals are continual learning which why they make the big bucks. In this episode I share some easy to invest in you to better enrich the lives of your clients. Listen here.
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
