Why Client Satisfaction Surveys Are Out of Date | Sales Management Skills
The client satisfaction survey is one of the most misused marketing tools employed today. Most surveys fail to obtain reliable...
Client Business Review For Sales Success | Key Account Management (KAM)
A key marketing technique used by some top firms is the client business review (CBR). The CBR is used only on the firm’s “top 25”...
How To Sell Value | Using Market Pricing Based On Value | Professional Selling Skills
Pricing is one of the four Ps of marketing and is one that few professionals use. Accounting and law firm marketing has improved over the...
The Summary Close Sales Strategy To Close More Sales with Clients | Professional Selling Skills
The summary close is especially useful when you are offering a new service to one of your existing clients. (Sales to existing clients...
The Importance of Trust and Integrity For Sales Success | Sales Management & Leadership Skills
Integrity and trust go hand in hand as qualities for sales success. It is impossible to have one without the other. If you trust someone,...
How To Build Referrals Naturally – Best Sales Training
The most profitable marketing activity in which you can engage is building referrals. And the best way to develop referrals is getting to...
When Your Client Hires a New CEO | Best Sales Management & Sales Leadership
When a new CEO, COO, CIO, or CFO joins your client, your relationship may be at high risk. Smart professionals never take a client for...
How To Be More Patient In Business | Sales Management & Sales Leadership Skills
Patience is a virtue. That’s not so easy to see while you are follow-up on a business deal about to close, waiting for a flight that is...
Why Consistent Leadership Service Builds Brand Loyalty | Best Sales Leadership
Service consistency is a goal most midsized professional firms strive toward. It provides control over your customer service. It is also...
How Do you Value-Add Your Business By Offering Extra | Professional Selling Skills
Recently, I was sitting with a client in a “chain” restaurant. Our waitress was well mannered, knowledgeable, and po- lite. We enjoyed...
The Importance of Sales Journal For Business Success | Sales Management Skills Training
There are a number of outstanding reasons to keep a sales journal. Let’s name a few of them. They are easy to write in, don’t take up...
How Do You Service & Manage Internal Clients | Sales Management & Sales Leadership Skills
As you are aware, you were reminded that the way people inside the firm treat each other greatly impacts how the employees of the...
Why Premium Services Can Increase Your Sales – Best Customer Service Excellence
Attorneys and CPAs are privy to more information about their clients’ business affairs than any other professionals. You have the...
How To Ask for Client Referrals | Best Sales Training
You know that referrals are the best way to get new clients. To get the best referrals, you need more than naturally occurring word of...
How To Support Your Sales Proposal with Solid Evidence | Sales Presentation Skills Training
When selling to key decision influencers, you will help the buyers to minimize risk when you can support your proposal with solid...
