How I Work

I work with banking, insurance and financial services businesses of all sizes, from independent professionals to multinational companies. Most of the businesses and professionals I work with have a track record of success but want to grow to a new level.

For some, that means taking a comprehensive view of the business strategy and moving in new directions. Others may need to make changes in their processes for generating new business, maintaining good relationships with current clients or engaging in effective sales management.

The issues I usually address with clients include how to:

  • Improve organic growth
  • Create a proactive sales organization
  • Create a culture of accountability
  • Build and maintain a healthy sales pipeline
  • Develop inbound and outbound marketing strategies

To help clients with those and other issues, my work usually falls into one of the following areas.

Sales development

I work with clients to enhance sales capabilities and improve organic growth results.

Some of my client projects in this area have covered

  • Developing a formal sales process that is followed by everyone.
  • Identifying, positioning and targeting specialty markets to develop new sales opportunities.
  • Conducting a workshop to improve professionals’ time and ability to focus on sales-related activities.
  • Conducting numerous workshops and consulting projects focused on helping clients get more value from their investments in their web sites, blogs, email marketing, and social media presence.

Sales leadership

I work with clients to help improve their conversion of sales opportunities into clients.

Here are some of the sales leadership projects I’ve worked on for clients:

  • Delivering a workshopon obtaining and preparing for appointments with prospective clients
  • Conducting numerous workshops, both in person and online, on strategies for positioning and penetrating target markets
  • Delivering one-on-one coaching on conducting new business discussions

I’ve also worked with professionals on specific opportunities they’re pursuing. I can help you formulate your sales strategy, provide input on the sales proposal and offer advice on managing the overall sales process.

Sales management

I work with clients on improving the sales management process of producers.

Among the projects I’ve done for clients are

  • Designing an annual sales planning process for producers, including new business, renewal business goals, key performance indicators and strategies/behaviors.
  • Developing a customized workshop on monitoring and tracking movement through a sales pipeline.

Workshops and training

Clients have hired me to deliver dozens of workshops, keynote speeches, webinars and presentations on a wide range of topics.

I can collaborate with you to design a specific workshop or presentation for your team and business.

In the past, clients have asked me to deliver programs such as these:

  • Building High Performance Teams
  • Retaining and Growing Existing Accounts
  • Generating Referrals from Existing Clients and Centers of Influence
  • Time and Productivity Management
  • Creating a Strategy That Everyone Understands

Individual coaching

Leaders and professionals face continual challenges, such as how to build a profitable business (and keep it that way), help others improve their performance, strengthen existing client relationships, and achieve their own personal and professional goals.

The Top Performance Coaching program is a one-on-one consultation program for leaders of financial services businesses who want new way to think about the strategic and tactical issues they face.

To learn more about the program, click here.

FSM growth assessment

If you’d like an overall assessment of your business, I can conduct a Growth Assessment program tailored for your business. You can you learn more about the Growth Assessment program here.

If you want to know more about how we might work together, email me.

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