selling process

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

Helping tax advisers sell their services – Be more detective

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 Read More

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