Jason Mlicki
Jason is Principal of Rattleback, a recognized leader in professional services marketing.
3 Steps to Get Sales and Marketing On the Same Revenue-Generating Page
Before you try to align Sales and Marketing, you must realize that you’re not solving a problem like the Hatfields and McCoys feud. Instead, you’re managing a tension to its synergistic and healthy potential.
Humanizing Sales for Buyers—and Sellers—with Andy Paul from The Sales House
Is your team “selling out” or “selling in”? Learn how to use the normal attributes of being human to sell both more naturally and how buyers really prefer to buy.
Shifting Your Firm from a Seller-Doer to a Thinker-Seller Culture
To scale, a firm must break out of the billable-hour trap. Killing the Seller-Doer mindset is the first step in getting free and unleashing your firm’s growth.
How to Enable Clients to Make a Smarter Complex Purchase with Joe Rice from CXponent
Joe Rice, CEO of CXponent, shares how professional services firms can help buying committees validate solutions and build consensus along the buyer’s journey
Why RFPs Suck and What to Do About It with Cal Harrison from Beyond Referrals
Responding to RFPs in professional services firms sucks. RFPs are inefficient, expensive, and seldom lead to selecting the most qualified provider. Cal Harrison of Beyond Referrals teaches us how to fix them.
Avoiding the Sales Kill Box with Gartner’s Maria Boulden
Content marketing was supposed to make buying and selling easier. Unfortunately, it did just the opposite. Gartner’s CSO Whisperer, Maria Boulden, shares why the pandemic, digitization, and sales behavior have combined for inefficiency and ineffectiveness.
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 2
In part 2, Blair Enns shares how expertise, positioning, and value-based selling are inextricably linked. Learn why you should narrow your expertise and develop a differentiated POV that connects with buyers who value the value you provide.
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1
You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively.
Selling professional services is evolving. What does modern selling look like today?
Selling professional services in a technology-powered, content-marketing-inundated world is evolving. Is your firm adjusting its approach?
Our Leadership Heroes
Leaders have a HUGE impact on our work and lives. A firm’s culture drives its growth and leaders drive the culture. These are the special people who have inspired and taught us to be leaders.