How to Enable Clients to Make a Smarter Complex Purchase with Joe Rice from CXponent

by Jeff McKay | Dec 11, 2021 | Business Development, Interviews

Joe Rice, CEO of CXponent, shares how professional services firms can help buying committees validate solutions and build consensus along the buyer’s journey Podcast: Play in new window | DownloadSubscribe:...

Why RFPs Suck and What to Do About It with Cal Harrison from Beyond Referrals

by Jeff McKay | Nov 19, 2021 | Business Development, Interviews

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. Podcast: Play in new window | DownloadSubscribe:...

Avoiding the Sales Kill Box with Gartner’s Maria Boulden

by Jeff McKay | Nov 12, 2021 | Business Development, Digital Marketing, Interviews

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. Podcast:...

From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 2

by Jeff McKay | Nov 5, 2021 | Business Development, Interviews

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. Podcast: Play in new window...

From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1

by Jeff McKay | Oct 30, 2021 | Business Development, Interviews

You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively. Podcast: Play in new window | DownloadSubscribe:...