Your Guide to Growth & Success as a Channel Partner with Brendan Sullivan from Coastal Cloud
Want to know how to be a successful channel partner? Brendan Sullivan from Coastal Cloud shares the not-so-secret secret to growth. Podcast: Play in new window | DownloadSubscribe: RSS
How to Get Cross-selling Right with Charlie Green
Cross-selling is the most misunderstood approach to revenue generation. Charlie Green shares why it’s so important for professional services firms to get cross-selling right—and how to do so. Podcast: Play in new window | DownloadSubscribe: RSS
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. Podcast: Play in new window | DownloadSubscribe: RSS
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. Podcast: Play in new window | DownloadSubscribe: RSS
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. Podcast: Play in new window | DownloadSubscribe: RSS
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 Podcast: Play in new window | DownloadSubscribe: RSS
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. Podcast: Play in new window | DownloadSubscribe: RSS
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. Podcast: Play in new window | DownloadSubscribe: RSS
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