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


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 Read more

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 company, be it an end customer or Multi-Language Vendor. Read more

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


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 more

Translation 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, how do we find the right buyers for our translation services without 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 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

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 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, 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

Selling Skills for Translation PMs Comes to Australia!

l10nsalesandmarketing Uncategorized Leave a comment  
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 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 ... Read More

Online Translation Sales Academy Comes to Australia!

l10nsalesandmarketing Cold Calling, Handling Objections, Lead Generation, Localisation Sales, Localization Sales, Negotiation, Pipeline Management, Sales Training, Selling Skills for Translation PMs Leave a comment   , , ,
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 the entire translation sales cycle, from lead generation to questioning techniques; from sales cycle management to handling objections & negotiation. As always, the ... Read More

Global Living & Working in Austin, Texas

l10nsalesandmarketing Uncategorized Leave a comment  
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 been reflecting on my time spent there during. Business First It was great to be in a similar time ... Read More

Are Your Sales Practices and Business Focus Mismatched?

l10nsalesandmarketing Sales Best Practice, Sales Management, Translation Sales Leave a comment  
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 and the “muddy middle”–and how these impact sales success.  It really got me thinking and when I applied this to translation buyers it reminded me of an issue I ... Read More

Selling Skills for Translation Project Managers – Online Summer Course – June

l10nsalesandmarketing Cross Selling, Referral Selling, Selling Skills for Translation PMs 1
Selling Skills for Translation PMs 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. This course will teach you how to win more business in a way that is comfortable ... Read More

Online Translation Sales Academy is Back, June 2017!

l10nsalesandmarketing Sales Training, Selling Skills, Selling Skills for Translation PMs Leave a comment  
Translation Sales School 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 cycle management to handling objections & negotiation. As always, the course is modularised so that you can attend one-off sessions that are of specific interest ... Read More
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