by Jeff McKay | Jan 28, 2022 | Marketing Strategy
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:...
by Jeff McKay | Jan 14, 2022 | Business Development, Marketing Strategy
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 |...
by Jeff McKay | Jan 7, 2022 | Business Development
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:...
by Jeff McKay | Dec 29, 2021 | Business Development
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:...
by Jeff McKay | Dec 11, 2021 | Business Development
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:...
