Sales conversations

Complex sales processes made simple – Co-ordinate, Connect, Conversations, Curiosity, Consistency and Conversion

Delegates from legal, accountancy and pensions firms attended last week’s “Selling Processes and Sales Skills for Marketing and BD Professionals” workshop by PM Forum. We explored the processes supporting complex sales cycles. A key theme was educating fee-earners – especially to manage expectations about the length of the sales cycle Read More

Conversation skills book review 3: Conversational intelligence – How great leaders build trust and get extraordinary results by Judith E Glaser (2014)

I’m often asked to provide training in conversation skills. Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. I often wonder whether the perceived conversation skills gap was caused by the imposed isolation during the Covid Read More

2023-05-22T15:35:30+01:00May 22, 2023|Kim's Blog, Management Skills, Relationship Management, Selling|
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