How to stay focused on generating new business

Clients shout louder than leads. They demand your attention. They’re like your best friend – they want to spend time with you and hang out. Now it’s critical you give them great service and grow your relationship with them. I love mine – especially those reading this… let’s grab lunch! The problem is, leads and… Continue reading How to stay focused on generating new business

Why there is no B2B, just person to person

“What did you get done today?” Elon Musk asked the then CEO of Twitter… Reading their texts felt like eavesdropping on two former friends having a tiff! It was further proof of this critical truth – there is no such thing as a B2B sale or deal. All deals are done between people, no matter… Continue reading Why there is no B2B, just person to person

How to use your emotional intelligence to win business

Using your emotional intelligence is crucial if you want to have an effective commercial process and build long-lasting client relationships. It’s about getting under the skin of your clients and really understanding what makes them tick. What their pain points are. What keeps them up at night. Far too many companies are so focused on… Continue reading How to use your emotional intelligence to win business

5 steps to improving your sales process

Do you thrive on speaking to clients and prospects? Are you passionate about your team and company’s sales process? Do you regularly work on it between pitches? Because if you want better results for your company, this is where you need to channel your energy and emotions – not just on your outcomes. Your sales… Continue reading 5 steps to improving your sales process

What’s your referral strategy? And why you need one…

When a client refers you, it’s the single best source of business on the planet. Referral business is pre-qualified to be right for you and it closes way more often than other lead sources… Oh, and it comes with zero advertising and marketing costs too. In short, client referrals are your superheroes when it comes… Continue reading What’s your referral strategy? And why you need one…