Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Wait! Eight Reasons You Shouldn’t Submit That Proposal
By Andrew Sobel You’ve probably starred in this drama before. A prospective client calls, interviews you for 20 or 30 minutes on the phone, and then asks you to submit a proposal. Sensing they are too junior to hire you, you try and set up a meeting with their boss. You’re told, “He’s asked me […]
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Four Winning Strategies for Four Different Sales Meetings
THERE are more contradictory opinions about how to handle an executive sales conversation than there are about how to reduce the government deficit. In the last year, I have heard all of these statements about the “right way” to sell to top executives: “You have to start right away with good questions. Your focus should […]
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Build Peer Relationships with Clients and Unlock the Sale
By Andrew Sobel It often can feel like buyers have the upper hand. They have many service providers to choose from. Everyone calls on them and aggressively pitches for their business. Upstart firms—or those desperate to bolster flagging revenues—may offer to do the same work as you for significantly lower fees. It not only makes […]
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7 Strategies to Win New Clients
Never Struggle Landing New Clients I don’t have a single client who is not concerned with winning new clients during the coming year. So in the next two newsletters, I’m going to walk through about a dozen essential strategies that will enable you to turn contacts into clients. This month, I’m setting out strategies 1-7. […]
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How do I get this client to regularly engage?
How can I get an elusive client to engage on a regular basis with me?
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When the Sale Is Stalled
If you sale is stalled, it's because one of these six preconditions is absent.
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Improving Your Proposal Acceptance Rate
What can I do to win more more my proposals? My acceptance rate has dropped.
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20 Opportunities to Grow Your Client Relationships (Part II)
20 strategies for growing any client relationship.
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