Friends & Colleagues: I'm pleased to announce that Tom McMakin's and my new book, How Clients Buy, is now available at Amazon. And, we have released our 2nd video promoting the launch of the book at: https://lnkd.in/ebwEScR A big thanks to each of you for supporting in this book's 4 year journey. And, thanks to [...]
Hi, friends and colleagues: Tom McMakin and I are four weeks away from the release date of our new book, How Clients Buy. Our publisher, Wiley, says that the book will be available on March 5 at Amazon and Barnes & Noble. To promote the book launch, we have produced a short 5 minute [...]
It's been a few months since my last update on our book, How Clients Buy. Well, the book is completed and according to our publisher, Wiley, the book will be available from Amazon and Barnes & Noble beginning March 5, 2018. In anticipation of the release of our new book, my co-author (Tom McMakin) and I have [...]
"Most of us want to smile, laugh, help other people, and be grateful for what we have. People who face great adversity gain clarity about what's important in life. Optimism helps us persevere. Life isn't easy. But life is good." - John Jacobs, Co-Founder, Life Is Good Clothing Co.
During the writing of our book, How Client's Buy, Tom McMakin's team at Profitable Ideas Exchange interviewed over two dozen professionals working in a wide range of professional services including law, accounting, investment banking, commercial real estate, and management consulting (strategy, advertising, and HR). While most of those we spoke with were seasoned rainmakers in their [...]
I want to give you all a quick update on the book project that Tom McMakin and I are working on this summer. First off, the current title of the book is: How Clients Buy - A Practical Guide to Business Development in Consulting and Professional Services. The current title has evolved from our original [...]
In my previous series of posts, I layed out the obstacles of selling consulting and professional services that our book hopes to help us resolve: Part 1: The Obstacles We're Trained to Do The Work, Not Sell the Work Selling A Services is Different (and much harder) than Selling Things Nobody Wants to be a Salesperson It's [...]
This brings us to our fifth and final obstacle (the list is surely much longer, but we need to get on with the solution, right?): Obstacle #5 - Everything You've Ever Been Taught About Sales Is Wrong. By this point, we're well versed in the fact that universities do not teach 'sales', and most of [...]
Moving right along through our list of the obstacles, we arrive at Obstacle #4: It's Harder Than Ever To Sell Professional Services. OK, maybe you're skeptical. You may ask, "Really, harder than ever?" I promise, it's not intended as hyperbole. Not that anyone's feeling sorry for attorneys, accountants, and marketing consultants making six-figure salaries, but let's dissect this [...]
"Every day you don't is one less day you can." - Don Montague, windsurfing/kitesurfing pioneer