Non-Traditional Services Clients Want LSPs to Provide
About a year and a half ago I was speaking to a couple of client-side people who were asking me which LSPs might be able to handle services that, while related to translation, were not traditionally...
View ArticleSeminar – Mastering the Art of Storytelling in Language Services
Stories sell. Each and every LSP has unique stories to tell that will be interesting to customers. Good stories help customers understand how you can help them and compel them to buy from you. This...
View ArticleTranslators, You Have the Right to Ask!
I recently spoke at the Dutch translation association meeting in September to emphasise this point and that translators have the right to ask for business from end clients as well as LSPs…and at a...
View ArticleSelling Skills for Translation PMs – Spring 2016
Everyone is in sales and this is more the case than ever. This workshop is designed for project managers who would like (or need) to take a more pro-active approach to expanding and deepening...
View ArticleAdvanced Selling Skills for Translation PMs
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 basic understanding of value-based selling. We...
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Translation Sales Summer School is Back!
Translation Sales Summer School is an online sales training course that is broken down into 6 x 2 hour sessions and covers the entire sales cycle using a value-based approach to sales. Although it is...
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Back by Popular Demand: Selling Skills for Translation PMs – May 2016
Back by popular demand! This workshop is designed for project managers who would like (or need) to develop their commercial skills and take a more pro-active approach to expanding and deepening...
View ArticleWhat’s Your Story? Ask Your Project Managers!
You guessed it! I’m writing about storytelling again. I’m doing so because I’ve found that many of my consulting and training clients, when I suggest the idea of telling compelling stories to win new...
View ArticleJoin Me in Budapest on 21st April!
Join my Masterclass entitled “How Project Managers Can Become Revenue Generators” on 21st April from 9-13:30 at the upcoming EUATC Conference in Budapest. We’ll discuss why project managers are in one...
View ArticleWhy You Should Consider Inbound Marketing to Win New Customers
Much is in the media today about Inbound Marketing and how it can benefit businesses. Some Language Service Providers (LSPs), mainly larger LSPs that have sizeable marketing budgets, have embraced...
View ArticleMastering Social Selling for Language Services – May 14 – London
Social selling is a much publicised medium for engaging with customers today, but what is it exactly and how do we incorporate social selling into our daily activities? This one-day seminar is...
View ArticleWhy Going the Extra Mile Wins the Deal
“What’s the key to sales success”? I get this question a lot. I don’t think there is any one thing. For me it is the sum total of all the actions we take as sales people that win the day: asking smart...
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Spring Training! Online Translation Sales School – May & June 2016
Keep sales momentum going by participating in my Spring Online Translation Sales School! As always, the course is modularised so that you can attend one-off sessions if you can’t make the entire...
View ArticleAccount Management for LSPs – Online & Live London – May/June 2016
Account Management is an increasingly important role with Language Service Providers who want to better manage their account relationships, ring fence accounts from the competition and ensure...
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Telephone Selling Practicum for Translation Sales – June/July 2016
Looking for a bite-sized approach to telephone sales (cold calling) skill development where you learn by doing and receive instant feedback? If so, this is course for you! Focused solely on telephone...
View ArticleCommoditisation: One Way Language Services is Trendy!
I took a little time at lunch today to have another look at some articles that I had earmarked for future reading. I found a number of parallels between general business trends and what is happening...
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Selling Skills for Translation Project Managers – July 2016
Back by popular demand! This workshop is designed for project managers who would like (or need) to develop their commercial skills and take a more pro-active approach to expanding and deepening...
View ArticleMore Language Services Trendiness: Customer Experience & Everyone is in Sales
In this post I will highlight two more of the Top 10 Business Trends That Will Drive Success in 2016 from the December 2015 issue of Forbes Magazine: delivering superior customer service and...
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Back to School – Translation Sales School That Is – Online Sept/Oct 2016
For a strong finish to your sales year, participating in my Autumn Online Translation Sales School! The course is specifically designed for translation sales and covers the entire translation sales...
View ArticleSales / Project Management Collaboration Seminar for a Better Bottom Line
Sometimes friction between sales and delivery can result in more creative solutions for clients and propel LSPs forward. However when friction devolves into unhealthy conflict it have the opposite...
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