Category Archives: Uncategorized
Want to drive growth? Focus daily on these four activities
Time management is a challenge at times for all professionals, with demands from existing clients it’s very easy (tempting) to get caught in the service trap and spend less time on selling. Of course, this often results in poor sales pipeline activity and ultimately declining revenue. Top professionals guard the time by structuring…
My 10 favorite non-fiction books 2017
My reading in 2017 has helped me make (a little) sense of the world this year. Here are my 10 favorite non-fiction books, in alphabetical order by author. Mortimer J. Adler, How to Read a Book Originally published in 1940, readers will learn when and how to “judge a book by its…
Prospecting Your Biggest Headache or Greatest Opportunity?
“You earn 90% of your commission for finding the person and 10% commission for selling them.” Walter J. Shields Prospecting for new business is a never-ending job, the lifeblood of any successful business. You may be able to delegate other activities but not prospecting. Prospecting is the most important part of the sales process. Depending…
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…
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.
