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.

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

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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.”

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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.