Marketing in a time of Coronavirus – Pragmatic ideas

Marketing in a time of Coronavirus – Pragmatic ideas Posted on: May 7, 2020

“Love in a time of Cholera” by Gabriel García Márquez is a great book. It reflects many themes we are experiencing today such as the Coronavirus plague and the attempts to maintain relationships across great distances. So what about marketing in a time of Coronavirus? Once professional service firms transitioned staff to working from home […]

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Seven secrets of great business writing (Video)

Posted on: April 29, 2020

(Video script – 10 minutes) I often design and deliver training courses and workshops on writing – for professional people (lawyers, accountants and surveyors) who have to get to grips with writing articles, blogs and social media posts as part of their personal promotion. And for marketing and business development people who spend their lives […]

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Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn

Book review: A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts by Bev Burgess with Dave Munn Posted on: February 8, 2020

A shorter version of this book review appeared in the February 2020 edition of Professional Marketing Magazine  Have you ever wondered about the difference between KAM and ABM? Well, this 2017 book “A practitioner’s guide to Account-Based Marketing (ABM) – Accelerating growth in strategic accounts” provides the answer: you design an integrated marketing and sales […]

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Helping tax advisers sell their services – Be more detective

Helping tax advisers sell their services – Be more detective Posted on: January 30, 2020

I was delighted when the Chartered Institute of Taxation (CIoT) Harrow and North London Branch  invited me back to present an evening session earlier this month. I had previously presented on “Social media for tax advisers” in 2013 . On this occasion my talk was on “Helping tax advisers sell their services – Be more […]

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Enquiry management: Converting more telephone enquiries with basic sales training

Enquiry management: Converting more telephone enquiries with basic sales training Posted on: July 25, 2019

At a “Business development for lawyers” course a while back the topic that the delegates asked me to write about was that of converting telephone enquiries. More recently, at a practice development course for private client solicitors, the same issue arose and other insights were shared at a recent in-house workshop on the topic. So […]

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