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. Podcast: Play in new window | DownloadSubscribe: RSS
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. Podcast: Play in new window | DownloadSubscribe: RSS
Selling Existing Solutions to New Clients; Wait! Isn’t that Just Business as Usual?!
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Expanding Existing Client Relationships Through Cross-Selling
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. Podcast: Play in new window | DownloadSubscribe: RSS
Is Your Firm Ready to Grow Again?
Much of the economy appears poised for growth over the next 3 quarters — are you prepared to capture it? Podcast: Play in new window | DownloadSubscribe: RSS
Why Clients Don’t Choose Your Firm
What takes you from the “short-list” to “hired?” Jason and Jeff wrestle over this critical phase of the client buying process. Podcast: Play in new window | DownloadSubscribe: RSS
Are You Enabling Sales or Just Supporting It?
There are a lot of firms who have a sales support function masquerading as marketing. So what are the things marketing should be doing in professional services firm to enable sales, rather than just support it? Podcast: Play in new window | DownloadSubscribe: RSS
You’re Already Serving Me. Now Sell To Me. A Conversation with David Ryan.
David Ryan, founder of Gray Matters Group, joins Jason and Jeff to share his unique approach to growing the business development function of a professional services firm by empowering billable professionals. Podcast: Play in new window | DownloadSubscribe: RSS