How Clients Buy

How Clients Buy

By Profitable Ideas ExchangeBusinessMarketingCareers
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How Clients Buy episodes

  • How Selling Expert Services is Different
    In this episode, Dave Bayless speaks with Tom McMakin about the nature of expert services, how selling expert services is different, and why demonstrating expertise before the sale can make expert services sales more effective.
    9 min
  • A Tasting Flight

    The biggest challenge Dave Bayless sees in his own and others’ professional services practices is the tendency to be “intentionally vague.”

    The post A Tasting Flight appeared first on How Clients Buy.

    7 min
  • On Making Friends Across the Organization

    John Nord refers to the process of selling across an organization as "farming." It's a term that connotes stewardship and sustainability.

    The post On Making Friends Across the Organization appeared first on How Clients Buy.

    9 min
  • How Selling Expert Services is Like a Game of Baseball

    Matt Ulrich tracks professional services business development like it's baseball. “The game is pretty simple. You’re at bat and the trick is to round the bases. Think of BD baseball as a series of bases you are trying to cross.”

    The post How Selling Expert Services is Like a Game of Baseball appeared first on How Clients Buy.

    11 min
  • On Making Friends Across the Organization
    John Nord describes the process of cultivating relationships as “farming,” a term that connotes stewardship and sustainability. In this episode, Tom McMakin speaks with John about making friends across the organization.
    9 min
  • Servant Leadership
    Leadership is not just Braveheart-come-follow-me. It’s also be a healthy dose of listening to those one wants to lead. In this episode, Tom McMakin discusses servant leadership with Susie Krueger.
    7 min
  • The Lost Art of the Cold Call
    If you see someone you feel you can help, sometimes it just makes sense to pick up the phone. In this episode, Tom McMakin discuss the lost art of the cold call with Stephanie Cole.
    10 min
  • Using Peer Forums to Develop Relationships

    Expertise is better demonstrated than described. Likewise, trust is earned, not demanded. In this podcast episode, Jacob Parks explains how to use peer forums to demonstrate expertise and cultivate trust among current and prospective professional services clients.

    The post Using Peer Forums to Develop Relationships appeared first on How Clients Buy.

    7 min

About How Clients Buy

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