It’s time to give it a name, the act of doing something specific with the express intention of enhancing your business relationship with a client. It might be the simple act of picking up a phone, and giving someone a call, for no other purpose
One of the easiest, and best ways to increase your business’s revenue and profitability is to sell more services to your existing clients. Cross-selling and up-selling. Of all the business issues I discuss with my clients, the one that comes up over and over again as
When I first started life as a recruitment consultant my manager and mentor at the time told me that there are only three things that are important in the hiring process: 1. personality 2. personality 3. personality This advice is so simple and so true. In professional sales there
It’s a funny recruitment world we live in these days. Funny, in that so many new consultants (and to be fair the managers who teach them) have grown up in a world dominated by email, and on-line recruitment systems. Funny, for those of us who
Is cold calling dead? It’s a question I hear all the time, and well, it’s a really big question. There are so many conflicting views and options, and the answer completely depends on your definition of a cold call. If by cold calling you mean identifying
