Account Management & Growth for Translation Companies – October 2020
Do you want to: Maximise revenue from customers with a lot of potential? Improve your chances of surviving procurement exercises in your most important accounts? Ring fence your best customers against...
View ArticleThe Language Industry’s Original Account Management & Growth Course is Back!
Do you want to: Maximise revenue from customers with a lot of potential? Improve your chances of surviving procurement exercises in your most important accounts? Ring fence your best customers against...
View ArticleNEW Powerful Prospecting & Lead Generation for LSPs – Q1 2020
Announcing a new interactive online version of this popular course with significantly updated content for the front end of the sales process. Powerful Prospecting and Lead Generation is an in-depth,...
View ArticlePowerful Prospecting for Translation Sales – Thursdays 31 Jan to 28 Feb – Online
Powerful Prospecting is an in-depth, intensive course to help you identify ideal clients, learn how to find/attract them, master the process of initiating conversations with them in cold calling,...
View ArticlePowerful Prospecting for Translation Sales
Powerful Prospecting is an in-depth, intensive course to help you identify ideal clients, learn how to find/attract them, master the process of initiating conversations with them in cold calling,...
View ArticleSelling Skills for Translation Project Managers – Extended Version – Online...
PMs play a a more crucial role than ever in the experience customers have with their language service provider. Customers expect their vendors to pro-actively anticipate needs and develop better...
View ArticleNew Translation Sales Academy Online – Americas – Apr/May 2018
The world of sales is constantly changing and my upcoming Translation Sales Academy courses reflect that. The academy is still designed exclusively for selling translation and localisation services but...
View ArticleOnline Translation Sales Academy: Wednesdays, Feb-March 2018
The academy is designed exclusively for selling translation and localisation services. We cover the entire translation sales cycle, from lead generation to questioning techniques; from sales cycle...
View ArticleHow to Handle “I already have a vendor I’m happy with”
Nearly early every one of my sales training attendees or clients say they frequently experience this form of customer resistance when they are getting in touch with prospective customers and...
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Translation Sales Academy – Austin – Rescheduled for 17-18 January 2018
This popular course is back in Texas, but this time in Austin, where you can enjoy the city’s cool vibe and warm weather. Temps will be in the 70s at this time of year. The academy is designed...
View ArticleOnline Translation Sales Academy Comes to Australia!
I’m now offering this popular online course at times that are convenient for Australian (and New Zealand) LSPs to attend. As always, the course is specifically geared for translation sales and covers...
View ArticleDecember Online Workshop: Initiating Contact with Prospective Clients
The course, originally entitled “Cold Calling for Translation Sales”, has been augmented with the latest techniques in the swiftly-evolving world of sales to help you more effectively generate leads,...
View ArticleMitigate Risk, Win New Clients
How many of your prospects tell you they already have a supplier and they don’t want to change, even when they aren’t 100% happy with them? How many of your opportunities end in “no decision” and...
View ArticleHow to Prepare for and Prevent Sales Objections
“I already have a vendor.” “Your prices are too high.” “Now is a bad time for us to make a change.” We’ve heard these objections from customers all too frequently, whether we’re trying to establish...
View ArticleI Object! How to Handle Price Ojections
Overcoming price objections is probably THE biggest sales issue I hear from LSP owners, sales managers and business development managers. There are many dynamics in the translation industry that make...
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