Some Sales Calls are Like a Bad First Date


During a training course I was delivering earlier this year, my client remarked that bad selling behaviours are very similar to bad dating behaviours.  In the world of dating, there are simply things (from the creepy to boring) that Read more

Selling Skills for Translation PMs - Online November 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 company, be it an end customer or Multi-Language Vendor. Read more

Online Translation Sales Academy - Starts 10th October


The online sales 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 management to handling objections & negotiation. We cover 6 key Read more

Translation Sales Academy - Austin - November 8-9


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 exclusively for Read more

Some Sales Calls are Like a Bad First Date

admin Lead Generation, Localisation Sales, Localization Sales, Prospecting, Qualification Skills, Translation Sales Leave a comment  
Translation Sales During a training course I was delivering earlier this year, my client remarked that bad selling behaviours are very similar to bad dating behaviours.  In the world of dating, there are simply things (from the creepy to boring) that you just don’t do or at least shouldn’t do on a first date if you’d like ... Read More

Selling Skills for Translation PMs – Online November 2017

admin Cross Selling, Localisation Sales, Localization Sales, Referral Selling, Selling Skills, Selling Skills for Translation PMs, Translation Sales, Translation Sales Workshops Leave a comment  
Referrals 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 company, be it an end customer or Multi-Language Vendor.  However many PMs lack the commercial skills to recognise sales opportunities and how to respond to ... Read More

Online Translation Sales Academy – Starts 10th October

admin Cold Calling, Lead Generation, Localisation Sales, Localization Sales, Negotation, Pipeline Management, Prospecting, Selling Skills for Translation PMs, Translation Sales, Translation Sales Workshops Leave a comment  
Translation Sales Academy The online sales 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 management to handling objections & negotiation. We cover 6 key aspects of sales over 6 two -hour sessions.  If you can’t attend, the session can be ... Read More

Translation Sales Academy – Austin – November 8-9

admin Handling Objections, Lead Generation, Localisation Sales, Localization Sales, Negotiation, Selling Skills for Translation PMs, Translation Sales, Translation Sales Workshops Leave a comment  
Translation Sales Academy 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 exclusively for selling translation and localisation services. We cover the entire translation sales cycle, from lead generation to ... Read More

Online Translation Sales Prospecting & Lead Generation Course – Starts 4th October

admin Cold Calling, Localisation Sales, Localization Sales, Prospecting, Qualification Skills, Translation Sales, Translation Sales Workshops Leave a comment  
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, it can be especially time consuming.  And once we find them, how do we gain and sustain interest in our translation services? If you or your sales team ... Read More

Translation Sales Academy London, Sept 28-29 2017

admin Localisation Sales, Localization Sales, Sales Training, Translation Sales, Translation Sales Workshops Leave a comment  
Translation Sales Academy This popular course is back in London this September.  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 management to handling objections & negotiation. We cover 6 key aspects of sales: Lead Generation – How to Find Translation Buyers  Finding ... Read More

Trends Driving the Language Services Industry: Economic Growth in India, China, Africa and Southeast Asia

admin Localisation Sales, Localization Sales, Translation Business, Translation Industry Leave a comment  
In my previous post on trends driving the language services industry I made reference to the McKinsey Quarterly Report from April 2017. It provides an excellent overview of global trends that will have a significant impact on most businesses over the next few decades. While they didn’t specifically mention the language services industry, I believe ... Read More

Selling Skills for Translation Project Managers – Autumn 2017

l10nsalesandmarketing Selling Skills, Selling Skills for Translation PMs, Translation Sales 12 Comments
Referrals 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 company, be it an end customer or Multi-Language Vendor.  However many PMs lack the commercial skills to recognise sales opportunities and how to respond to ... Read More

Trends Driving the Language Services Industry: Local Precision at International Scale

l10nsalesandmarketing Translation Business, Translation Industry Leave a comment  
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 impacted by global trends, I gave it a good read. Then I read it again…and again. There is a lot to digest, but the topics highlighted ... Read More

Translation Sales Prospecting & Lead Generation

l10nsalesandmarketing Cold Calling, Lead Generation, Localisation Sales, Localization Sales, Sales Training, Translation Sales, Translation Sales Workshops 1
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, how do we find the right buyers for our translation services without spinning our wheels and wasting a lot of time? And once we find them, how do ... Read More
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