by Jeff McKay | Nov 19, 2021 | Business Development
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:...
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....
by Jeff McKay | Nov 5, 2021 | Business Development
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...
by Jeff McKay | Oct 30, 2021 | Business Development
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:...
by Jeff McKay | Oct 15, 2021 | Marketing Strategy
Selling professional services in a technology-powered, content-marketing-inundated world is evolving. Is your firm adjusting its approach? Podcast: Play in new window | DownloadSubscribe:...
