Ian Brodie's Discussions
New Inside Sales Manager
Replied Dec. 10, 2008
How I Organize my desk!
Replied Sep. 22, 2008
Sales Professionals and Training
Replied Sep. 19, 2008
Sales Excellence
What to Do When You Need Sales Fast : Issue 1 of the Outside In Newsletter
I’m proud to announce the launch of the Outside In Newsletter. It features articles, hints, tips and news to help partners, marketers and business developers in Professional Service Firms to attract more clients and win more new business. Every month (usually on the 3rd week) I’ll be sending out a new edition featuring a detailed article on [...]How to Get More Referrals Using Offers
One of the biggest challenges I find clients have when trying to get more referrals is that their referrers (the people they’ve asked to introduce them to someone) struggle to make the introduction sound attractive to the potential client. For example, let’s say you’re an employment lawyer and you’ve asked an accountant to introduce you to [...]The Referral Formula
This is the second in a series of posts on how Professional Firms can get more referrals. Read the first in the series – Referrals: You’ve Got to Have A System To some degree, succeeding with referrals is something of a numbers game. More referrals equals more business. However, for busy professionals who need to balance [...]Keep out of the "Muddy Middle" when Selling Professional Services
For many decades, perhaps the most successful client development strategy for both professional service firms and individual professionals has been one of focusing on a small number of high value clients. As Andrew Sobel points out in “All For One”, a consultant or accountant only needs a handful of good clients to make a great career. [...]Creating a Marketing Habit in 21 Days
Paula Black has just published The Little Black Book: A Lawyer’s Guide To Creating A Marketing Habit in 21 Days. Having got my hands on a pre-release copy, I can say that not only is the book beautifully produced (the sort you’ll want to keep flipping open and dipping in to) but it’s filled with the [...]Ian Brodie's Page
Latest Activity
Ah - the thrill of the new vs the "grind" of doing something familiar but which actually works. Very good point Kim.
Ian
Profile Information
- Job Title:
- Managing Director, Lighthouse Business Consulting - advisor to Professional Services Firms
- About Me:
- Passionate about helping companies and individuals improve their sales strategies and techniques.
My company, Lighthouse Business Consulting is a management consulting and business advisory firm specialised in helping professional services firms achieve their business growth objectives.
We work with the partners of law, accounting, consulting and other professional services firms to help them focus their strategies, get control of their sales pipelines, improve the way they sell, and get better results from their business development activities.
- Website:
- http://www.lighthousebc.co.uk
Comment Wall (3 comments)
- At 10:30am on June 25, 2008,
Craig M. Cortello said… - Ian:
I'm having some issues approving comments to my blog, but thanks for the comment regarding my recent post
Happy Selling!
Craig M. Cortello
Fuzzy Widget Sales Solutions
- At 9:24am on June 2, 2008,
David Probert said… - Hi Ian,
Thanks for adding me to your network.
Speak soon.
Rgds,
dp
- At 7:36pm on February 29, 2008,
Brad Trnavsky said… - Welcome to Sales Management 2.0! Please feel free to introduce yourself and your coaching services in the forms, start a group, write a blog post or two, or even upload a video. I will gladly promote any post on the front page that is substantive or would be of value to the community. Also, this site does have a social networking component, so don't be afraid to promote yourself modestly or link out to your main blog. The whole purpose of the site is to network, discuss, and coach each other to greater success. I look forward to seeing you as a active member of the community!
-Brad
PS. Don't forget to invite a friend or two, its the only way communities like this grow and flourish!
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Latest Activity
Happy 4th of July!
Well, it's an odd date, odd time, and odd weekday to start a discussion about
business. But, "hey," I have a perfect excuse, "I am not in the USA."
So here we go.
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Culture and Process First; Then Technology
Independent insurance agents and brokerages are gaining efficiencies with technology. More efficiencies are on the way as vendors and carriers roll out real-time communications.
But with so many process...
A few weeks ago I posted a piece called Tender This, questioning the value and need for tenders and RFP’s, vs. making a decision based on a different path. Some shared my opinions others had different views, it is funny how the ones that really di...
Everyone is facing more RFP's and tenders, over at The Pipeline we had a piece on this called Tender This. Now we are asking How Do You Deal With RFP/Tenders?
Join the discussion see what you can learn from fellow professionals, and we will share...
Kim,
I agree wholeheartedly that sales is about DOING. It's behavioral. If we do the right things, we're much more likely to get the right results.
(but I also think you have to KNOW what to do!).
Skip
I recently was asked by another sales person to offer some coaching on his approach to sales. As I often do, I began by asking a number of questions to gain knowledge of this person’s abilities. At every turn, his response was the same, “I know th...
Omiel,
Brad asked me to reach out to you. I implement and manage CRM's on a constant basis. From SalesForce to Zoho, Netsuite to InsideSales, and many others, in my work, I have managed the design and development of over a dozen. Would you like t...
Sales 2.0 is getting tons of buzz right now in the technology market. There are lots of different definitions out there, but here's mine:
Sales 2.0 is an outcome not an event. The process requires you to transform your business from one that is f...
Michael. Just found and read the post. Few Pharma companies are actively employing storeytelling in their day to day business. Nce post. I have written about storytelling at my blog http:\\www.newvbrand stories.wordpress.com
The Girl Scouts of America was teetering on the edge of extinction when Frances Hesselbein was named president of the organization in early 1976.
The Girls Scouts, an organization comprised of thousands of volunteers from across the fifty states,...
In Business Marketing one of the important step or which plays an important role is Sales prospects they need to refer the tips about the sales and the you have given some examples which are so useful for them...
[url=http://www.gentlerainmarket...
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