You know that your old clients and contacts are your best sources of new business and referrals.
You've even got a pretty good “little black book” of names — people who already know, like and trust you. People who could be good sources of referrals or even new work with their companies.
But there's a problem.
You're hesitating. You haven'
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These stories submitted by Ianbrodie will be featured BizSugar's homepage
How to Turn Old Contacts into New Clients | Ian Brodie
Posted by ianbrodie under SalesFrom http://www.ianbrodie.com 5423 days ago
Sales Presentations: It's All About Them
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5431 days ago
Sales presentations should be all about the client - not you.
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Building a Portfolio of Business Development Approaches
Posted by ianbrodie under SalesFrom http://www.ianbrodie.com 5432 days ago
A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th
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Billy Mays is Dead - But the Pitch Lives On
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5439 days ago
It seems strangely ironic that my post on pitching should coincide with the death of TV pitchman Billy Mays.
Pitching is not always the most appropriate sales approach - but when the time is right, you need to know the skills of the old-time pitchmen to succeed.
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What to Do When You Need Sales Fast : Issue 1 of the Outside In Newsletter | Ian Brodie
Posted by ianbrodie under SalesFrom http://www.ianbrodie.com 5441 days ago
In the current economic climate, many professional firms are facing the challenge of bringing in new business in a very short space of time — for example, to replace the lost revenue of a major client who has stopped buying, or to “fill the gap” when engagements are delayed. In some cases it's a “do or die” situation — they need to chalk up new sa
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The Referral Formula | Sales Excellence Sales Blog
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5466 days ago
Article highlighting the four key factors in gaining more and higher quality referrals.
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Why You Should Enter Your Contacts in Your CRM System Yourself
Posted by ianbrodie under SalesFrom http://www.sales-excellence.co.uk 5488 days ago
3 Key Reasons why you should think about entering business card details into your CRM system yourself rather than delegating.
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This week has been a great week for podcasts in the world of sales. In addition to my own modest contribution on Lead Nurturing yesterday, a number of my friends & colleagues from across the blogosphere have recently posted new podcasts. This post contains links to them.
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Sales Management: The Role of Coaching
Posted by ianbrodie under SalesFrom http://www.salesbloggers.com 5500 days ago
An effective sales manager uses many methods to help his team achieve their targets. Different approaches are needed for different team members.
However, one approach that is almost always neccesary is coaching. And unfortunately, it's usually done very badly.
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One of the biggest barriers professionals have in developing their selling skills is that they simply don't see themselves as salespeople. Many carry round negative sterotypes of salespeople - but even when they don't, their image of a successful rainmaker is of a charismatic extrovert with highly developed social skills.
Not fitting this model
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