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 […]
Whilst presenting a paper on strategic marketing at a recent professional services marketing conference in Sussex http://kimtasso.com/strategy-silos-is-marketing-guilty-too-align-integrate-focus-educate-and-champion/, one of my fellow presenters was Jonathan Winchester, chief executive of insight6 Limited https://insight6.com/ (which some of you may know as Shoppers Anonymous). He gave a fascinating talk about Client Experience Management (CEM which some refer to as […]
My first book, published in 2000, was on selling skills so it gives me great pleasure to sometimes indulge my passion and provide sales training. I recently completed a series of short in-house training sessions for a property client on “Fabulous First Meetings” where we covered a range of selling insights including buyer psychology, communication […]
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