XPECT Marketing


Training & Coaching

In addition to our custom set of services, we provide strategic coaching on the following topics, in a group presentation format or specific, long-term training.

Selling as a Partner and Marketer Team

  • Drive new revenue growth
  • Improve partners’ selling skills
  • Billable time vs. non-billable, who wins?
  • Getting a steady flow of revenue
  • A systematic process for prospect contacts
  • Worst practices in marketing and sales

Understanding the Five Psychological Hurdles in Obtaining a New Client

  • Getting them to like and feel comfortable with you
  • Overcoming resistance to change
  • Earning trust and demonstrating competence
  • Identifying and applying appropriate solutions to pain
  • Obtaining prospect’s commitment

Business Development Skill—What Should You be Good At?

  • Developing relationships
  • Persuasive communications
  • Uncovering deeper, hidden needs
  • Drive large opportunities
  • Difference between lead generator or opportunity development
  • Effective pipelines
  • Competitive advantage
  • Are you a rainmaker or business developer?

Niche Development

  • When do you have a true niche?
  • Doing your homework
  • Identifying growth opportunities
  • Developing your team
  • Sales driven marketing plan
  • Developing a budget
  • Prospect identification
  • Referral relationships
  • Narrowing your focus, expanding opportunities

Proposal Process Development

  • Pre-proposal meeting
  • Template creation
  • Maintaining control
  • Quality control
  • Competitive intelligence
  • Does prospect match ideal client profile?
  • Providing a path to selection
  • Cover letter, executive summary
  • Engagement letter vs. proposal
  • RFPs
  • The presentation

Execution—The Forgotten Discipline

  • Focusing on important goals
  • Creating a compelling scorecard
  • Top three goals—concentrate, concentrate
  • 1,440 minutes per day, how much is dedicated to planning
  • Accountability

Working Smarter, Not Harder

  • Relationships with vendors or service providers
  • Relationships with other firms, other locations
  • Additional services and additional value to clients
  • Drafting an intro letter and inviting an exploratory meeting
  • Hold alliance meetings
  • Protecting all involved and identifying opportunities

Other presentation topics

  • Quantifiable Marketing
  • Developing the Next Generation of Leaders
  • Maximizing Client Referrals
  • Presentation Skills
  • Marketing and Sales—Where is the Line?
  • Networking Skills
  • Business Etiquette
  • Networking Relationships
  • Client Service
  • Living Your Firm’s Brand
  • Developing a Referral Network
  • Questioning Techniques
  • Client Surveys Made Personal
  • Positioning Yourself as a Trusted Advisor
  • Business Writing


1-Hr Free Consulting

We offer a free, one-hour Practice Building Assessment, with a follow up report, to see how you stand in the industry and what opportunities exist. Learn More.

Our Expertise

Providing custom solutions, consultative training and coaching to quality firms to position them for optimum growth.

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Contact us

Got Questions?
We'd love to hear from you.

  • Tel: 815.245.1385
  • Web: www.xpectmarketing.com
  • Blog: xpectmarketing.com/blog