What’s The Most Appropriate CRM For Your Firm?

Let’s talk about a common question I get, “What’s the right CRM for my firm?” Many, many, firms don’t have a CRM. If you are one of those or you feel your CRM isn’t the best fit…don’t fret.  There are many options out there. And I have some advice for those looking to find the […]

3 Easy, But Powerful, CRM Hacks That Will Make Your Day

Can you make small adjustments to your CRM that result in big wins? Recently, I had the pleasure of putting together an educational session called, “Peek Into Our CRMs.” In this session, two SMPS members (Sharyn and Janine) joined me to share exactly how we use our CRM (Client Relationship Management) systems. It was three […]

Win More Shortlist Presentations

Sometimes contracts are won based solely on proposals. But more often than not, the final selection depends on your ability to win it during the “shortlist presentation.” Recently, I asked Erica Olson, author of Speak Simple: The Art of Simplifying Technical Presentations to give us some pointers on improving our shortlist presentations. Here’s a portion […]

How To Network With Older People

I remember it like it was yesterday. I was in my early 20s and my boss expected me to network with senior people working for potential clients. These people were fifteen years older than me. How was I supposed to network with someone in a completely different age group? My kids weren’t entering into college… […]

Are First Impressions Really That Important?

It’s an accepted fact, right? First impressions are critical in the business world. They are especially important if you’re trying to sell services. In seven seconds a potential client will determine whether they’ll buy from you or your firm. If your shoes aren’t shined, a hair is out of place, or you stumble on your […]

The Hogwash Fact About Extraverts and Selling That Everyone Thinks Is True

In a recent post over at ENR, Scott Butcher talked about the dark cloud that hangs over the concept of selling in our industry. Let’s dive deeper into that and look at a huge misconception that may be affecting your business. One of the biggest complaints I hear from executives in our industry is that […]

The Actual Word-For-Word Scripts I Use To Get Meetings With Extremely Busy People

I think we can all agree that getting meetings with busy people, let’s not mince words, feels impossible. But ultimately, it’s not. It’s just that 99.99% of people go about it completely the wrong way. That’s why today I’m going to show you exactly how I’ve arranged meetings with busy high-level officials and business owners. […]

The Best Business Development Book You’ve Never Read and How You Can Get Your Hands On It

A verbal NDA agreement I entered into has been lifted and I have some awesome news for you. There is a book coming out from an author I greatly admire. It’s his first book and it is a game changer. I was given an advance copy of the book a few months ago and was […]