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Blog Details

Blog Directory ID: 1823

Blog URL: http://www.lighthousebc.co.uk/blog

Google Pagerank: N/A

Blog Description: Ian Brodie's blog on sales strategy and business growth. Articles, hints and tips on how to improve your selling skills and grow your business.

Blog Tags: Sales Strategy - Business Growth - Sales Excellence - Sales Management - Sales Processes - Sales Techniques

Blog Category: Business Blogs

Blog Owner: Ian Brodie

Blog Added: March 06, 2008 12:23:09 AM

Audience Rating: General Audience

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United States

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Blog Rating: 5.00

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Latest Blog Post from Sales Excellence

Business Development North West 2009 Survey Launched

Focusing on the critical area of sales skills for law firm partners and staff; Lighthouse Business Consulting is proud to announce the launch of the Business Development North West 2009 Survey. As competition becomes increasingly tough and customers increasingly demanding; all law firms are looking to significantly enhance their business development capabilities. And no area has [...]

Becoming a Trusted Advisor

It?s the holy grail of Professional Services - to become a trusted advisor to your senior clients. To be viewed - and sought out - as a source of valued advice and support. The benefits from a business development perspective are clear: the professional who is the first port of call for a client with a [...]

You Are What You Sell

Selling professional services has always been difficult. The intangible nature of services means that potential clients cannot “touch and feel” or test the product before buying - so all the great benefits of the service can often be viewed as simply salesperson’s claims rather than hard facts. Worse still: even if your services are unique, highly [...]

Challenging the 80:20 Rule

It’s probably the best-known and most-repeated rule in sales: 80% of your sales come from 20% of your customers. The implication is that you should focus the majority of your sales efforts on those 20% to maximise your returns. But it’s also the most misunderstood and misused rule in sales. Slavishly following the 80:20 rule could [...]

The Power of Stories in Selling Professional Services

The art of storytelling is dying. We live in an age of soundbites, special effects, snappy comebacks and the 30-second attention span. It seems that no one is interested in taking the time to listen to, or tell a good story. Yet think back to the last time you were truly moved by a film or play [...]

?Find Your Style? to Transform Your Business Development Success

Finding a selling “style” congruent with your personality and your experience is a crucial determinant of your business development success. One of the best pieces of advice I received early in my sales career was from a consulting industry veteran who urged me to “find my own style” in order to sell effectively. I’ve found the [...]

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