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.
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.
Joe Rice, CEO of CXponent, shares how professional services firms can help buying committees validate solutions and build consensus along the buyer’s journey
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.
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.
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.
You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively.
If cross-selling is an easy way to drive growth, why is it so hard to actually do? Learn how to be more effective using this strategy to drive growth.