The Three-Part Framework for Building Next Year's Sales Plan
Have you built your sales plan for next year? As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down financial targets or simpl...
14 Syys 32min
AI Search Is Secretly Screening and Shortlisting Your Firm
Before a prospect ever lands on your website or schedules an introductory call, an invisible filter may decide whether your firm even deserves to be in the running. Today's B2B buyers are bypassing tr...
31 Elo 36min
5 Small Sales Habits That Make (Or Break) Deals
While many professional services firms focus on massive strategic shifts to close deals, it is often the tiny, day-to-day behaviors of doer-sellers that quietly make or break a sale. In this episode o...
17 Elo 30min
Creating New Business When Times Are Good (And When They're Not)
When the economy is booming, winning new business can feel effortless, but what about when times are hard? How do the behaviors of buyers and sellers shift? For doer-sellers and professional services ...
3 Elo 27min
When Should You STOP Listening and START Advising?
Many experts are eager to stop asking questions and start doing "the work," but rushing to solve a problem is a massive trap. For doer-sellers and professional services BD pros, knowing exactly when t...
20 Heinä 24min
Measuring the True ROI of Thought Leadership
Is your firm measuring the return on thought leadership just by looking at immediate leads and revenue? For doer-sellers and professional services BD pros, true thought leadership isn't just regurgit...
6 Heinä 31min
Navigating the Price Increase Conversation
Asking an existing client for a price increase is one of the most stressful, sweat-inducing conversations a consultant can have, often catching the client off guard and triggering defensive reactions....
22 Kesä 27min
