Tags » Key Account Management

The key to cross-selling: know what you don't know

We need to cross-sell, increase share of wallet, offer clients our full product range, make more of existing client relationships,…

Sound familiar?

One of the biggest constraints to effective cross-selling is partners/directors not knowing what other parts of the firm offer. 586 more words

Professional Service Firms

Marketing people, do you speak sales? – 5 key sales terms translated

While working in business development and marketing roles, I’ve tried to explain my job, and what I do on a daily basis, to my non-marketing friends, or to my mother, or worse to my grandmother.  382 more words


20 workshop facilitation tips and secrets

I have been facilitating planning workshops, firm retreats and focus groups for over 25 years. I love it! It’s a real buzz to nail a complex issue and create a safe and productive space for everyone to do their best thinking and speaking. 1,472 more words

Professional Service Firms