14 May, 2020 The Science of Persuasion [video] By Tom Elgar If you are in the business of creating a trusting relationship with your customers, then please do take 10 minutes to watch this...
22 Aug, 2019 Showing appreciation: the key to engaging with in-house lawyers using your content and conversation By Passle Building relationships in business is key. When we communicate with people in a personal context, we know that they naturally like to be...
05 Aug, 2019 How Rainmakers Leverage Reciprocity By Freddy Dobinson Put simply, reciprocity is a principle which follows by giving a little something you get a little something in return. Most often, this...
23 May, 2019 No Pressure: How to Make the Most of the First Two Minutes of an Important Meeting By Jake Sweet We’ve previously discussed the importance of building an influence strategy in complex sales and how it can help you target the most...
23 Jan, 2019 Being the only salesperson eating 3/4 of the pie By Adam Elgar 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...
13 Dec, 2018 Emotion in a digital age - a must in today's professional services By Passle Having read a great article titled "Want to master the art of negotiation? You need emotional intelligence" by Helen Brand (CEO of ACCA)...
16 Nov, 2018 The art of cross-selling By James Barclay Cross-selling is a key goal for most professional service firms and especially the law firms I talk to. Done well, it can generate...
27 Aug, 2018 Why does Content influence so effectively? By Adam Elgar I had an interesting conversation recently with Sam Page here at Passle, during which he asked why Content is so influential in...
12 Jul, 2018 It's not coming home. A lesson in scenario planning. By Freddy Dobinson 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...
15 Jun, 2018 The sales nudge nailed - via content By James Barclay 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...
14 Jun, 2018 Pre-framing - The art of warming up your sales meetings By Freddy Dobinson Pre-framing is an influence tool that allows you to shape someone's thought process about an event or topic before addressing it....
25 Apr, 2018 Can You Just Do This One Thing For Me? By Dan Connors One of the first posts I wrote here was about the power of practicing reciprocity. From an influence perspective, reciprocity is the act...
19 Mar, 2018 Qualification: The Key to Creating Client-Relevant Content By Freddy Dobinson When done effectively, qualification can be the difference between competing for the wrong projects and positioning your firm's expertise...
12 Mar, 2018 How I Was Cured Of My Imposter Syndrome By Ian Leman I have never been diagnosed with a syndrome and when a trusted colleague of mine decided to diagnose me with imposter syndrome, I was...
05 Mar, 2018 Closing at the end of Quarter: how to influence your late-stage opportunities By Freddy Dobinson Preventing sales opportunities slipping from one month to the next will be a familiar exercise for all of you involved in the commercial...
11 Dec, 2017 GDPR - the stick or the carrot? By James Barclay 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...