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PROFESSIONAL SERVICES BUSINESS DEVELOPMENT AND MARKETING INSIGHTS

24 results for: influence
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If you are in the business of creating a trusting relationship with your customers, then please do take 10 minutes to watch this...
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Building relationships in business is key. When we communicate with people in a personal context, we know that they naturally like to be...
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Put simply, reciprocity is a principle which follows by giving a little something you get a little something in return.Most often, this...
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We’ve previously discussed the importance of building an influence strategy in complex sales and how it can help you target the most...
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I have come across the statistic below more and more frequently over the last few weeks. I first saw it in a presentation by Fujitsu at...
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Having read a great article titled "Want to master the art of negotiation? You need emotional intelligence" by Helen Brand (CEO of ACCA)...
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Cross-selling is a key goal for most professional service firms and especially the law firms I talk to.   Done well, it can generate...
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I had an interesting conversation recently with Sam Page here at Passle, during which he asked why Content is so influential in...
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The morning alarm goes off and for the first time in the last few weeks, I hear my deafening alarm tone blare out. No Three Lions. No...
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The sales nudge.  You really want to interact with a prospect or client but do not want to send a 'just checking in' or even worse 'just...
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Pre-framing is an influence tool that allows you to shape someone's thought process about an event or topic before addressing it.Adopting...
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One of the first posts I wrote here was about the power of practicing reciprocity. From an influence perspective, reciprocity is the act...
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When done effectively, qualification can be the difference between competing for the wrong projects and positioning your firm's expertise...
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I have never been diagnosed with a syndrome and when a trusted colleague of mine decided to diagnose me with imposter syndrome, I was...
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Preventing sales opportunities slipping from one month to the next will be a familiar exercise for all of you involved in the commercial...
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I spend a lot of time thinking about how to get people to do something new.  All of you who are presently grappling with GDPR will know...