Despite over two decades of successful sales experience, I am not a fan of telephone cold calling (my reasons are shown below if you are interested). However, whenever I provide a marketing, sales or business development training course (as I was doing yesterday morning), people ask me how to be Read More
At a recent workshop on “How to increase buy-in” (see http://www.pmforum.co.uk/training/), the delegates identified the following as the most useful tips and hints to add to their persuasion armoury: Align aims – You may have a clear vision of what you want to achieve and understand the benefits to the Read More
At a recent in-house training workshop on “Communication, conflict and negotiation” I explained about different personality, cognitive and relationship styles – and the mind set of fee-earning professionals. We considered how to adapt our approach so that we could create rapport and trust and forge strong relationships with fee-earners. This, Read More
Earlier today I ran a sold out half day “Marketing and business development writing workshop” http://www.pmforum.co.uk/training/ in London with participants from across the professions in the UK. As always, I asked the delegates to tell me the most useful idea that they picked up during the session and here are Read More
This topic continues to generate an increasing amount of interest as the importance of emotional intelligence (aka soft skills) for leadership, management, marketing, selling and client relationship management becomes more generally known. There are many resources on this web site on the topic (use the search facility) and I provided Read More