Tom McMakin and Jacob Parks of Profitable Ideas Exchange (PIE) discuss their book, Never Say Sell, in which they explore how to grow work within existing clients. They reveal how they run their company by incorporating gamification, and explain how firms can add value in an era of disruption. McMakin and Parks also explain how to scale trust and credibility, point out the differences in sales techniques, reveal how selling a “credence good” is a unique undertaking, and talk about how firms are moving away from the standard concept of using a sales funnel system to a practice of planting relationships that are nurtured over time. 

Hosts: Lavinia Calvert & Deborah Farone Co-Producer: Katelin Zweifel-Korzuchin & Brit Nowacki  Audio Engineer: Nikki Rasmussen Editor: Jessica Penfield