Selling Skills for Translation Project Managers – Autumn 2017
Project managers often have very strong relationships with customers and are therefore in the best position to maximise that relationship by asking for additional business or new contacts within the...
View ArticleTrends Driving the Language Services Industry: Local Precision at...
The April 2017 McKinsey Quarterly article entitled “The global forces inspiring a new narrative of progress” really captured my interest. Since the Language Services Industry is intimately tied to and...
View ArticleTranslation Sales Prospecting & Lead Generation
Finding translation buyers is one of the most challenging tasks for translation sales people. Given the fragmented nature of translation purchasing, especially in large corporations and institutions,...
View ArticleSelling Skills for Translation PMs Comes to Australia!
I’m pleased to say that I’m offering this popular online course at a time more convenient time for Australia-based translation project managers. Project managers often have very strong relationships...
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...
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Global Living & Working in Austin, Texas
Many of you are aware that I decided to spend January and February in Austin, Texas. I returned to London 3 weeks ago, having accomplish most of the goals I set out to accomplish in Austin, and have...
View ArticleAre Your Sales Practices and Business Focus Mismatched?
I am a frequent reader of sales expert Anthony Iannarino’s blog. In his post yesterday entitled Markets Torn Asunder he discusses three distinct places in the market–transactional, highly relational...
View ArticleSelling Skills for Translation Project Managers – Online Summer Course – June
Project managers often have very strong relationships with customers and are therefore in the best position to maximise that relationship by asking for additional business or new contacts within the...
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Online Translation Sales Academy is Back, June 2017!
This popular online course is back this year and is specifically geared for translation sales and covers the entire translation sales cycle, from lead generation to questioning techniques; from sales...
View ArticleAdvanced Selling Skills for Translation PMs – Europe
This course is offered now at a more convenient time for Eastern and Western European customers. In the first half we will cover conversation starters and how to ask good questions that solicits good...
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Advanced Selling Skills for Translation PMs – USA
This workshop is a great follow-on course for translation PMs who have either completed my Selling Skills for Translation PMs course or have acquired a good commercial understanding of their customers...
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Be a Constant Student and Apply the Knowledge!
I’ve decided to take a deeper dive into something I mentioned in my post yesterday to avoid being a “blunt axe” sales person and this is being a constant student. Commit yourself to constant learning...
View ArticleStop the Blunt Axe Selling!
Like whacking away to fell a tree with a blunt axe, blunt axe selling is an equally frustrating, slow and painful process that wastes a lot of time and energy with little to show for it. Many sales...
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Selling Skills for Translation PMs – Europe – March 2017
Project managers often have very strong relationships with customers and are therefore in the best position to maximise that relationship by asking for additional business or new contacts within the...
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Translation Sales Prospecting & Lead Generation Course – Feb 2017
Finding translation buyers is one of the most challenging tasks for translation sales people. Given the fragmented nature of translation purchasing, especially in large corporations and institutions,...
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Selling Skills for Translation PMs – USA & Americas – Feb 2017
Since I will be working from the USA in February, I thought it appropriate to offer this course to North and South American LSPs at a time that is more convenient than previous courses, especially...
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Translation Sales School Live in London, March 16-17, 2017
For a strong start to your sales year, register for my in my March Translation Sales School in the heart of London on March 16th and 17th ! The course is specifically designed for translation sales and...
View ArticleMy First Step to Global Working Starting in the Lone Star State
I’ve long wanted to combine work with in-depth travel, working from different locations around the world for a month or two for 6 months to a year. There are a number of co-living/co-working companies...
View ArticleWays in Which Small Translation Companies Can Thrive – Part 2
I got to thinking after my post yesterday on this topic and I couldn’t help migrating to looking at this from a purely sales perspective. Another way for smaller LSPs to succeed is to learn how to sell...
View ArticleWays in Which Small Translation Companies Can Thrive
One of the questions that was raised during a panel discussion I was serving on at the recent Association of Lithuanian Translation Companies conference was whether Single Language Vendors (SLV) and...
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