Thank you for your support of the launch of How Clients Buy.

Friends and colleagues: I want you all to know that I am very grateful for your support of the launch of How Clients Buy on March 5 by John Wiley & Sons.  Thank you! Every few weeks, we will release a new short video interview where we address the key concepts in the book.  Some [...]

Thank you for your support of the launch of How Clients Buy.2018-03-30T15:25:33+00:00

How Clients Buy – Book Release Celebration – March 21, 2018

Friends & Colleagues: What better way to celebrate the spring equinox than to share a glass of wine together? Hope you'll join Tom McMakin and me for our book release celebration at the Country Bookshelf in Bozeman, MT this Wed, March 21 from 6-8pm. Wine and hors d'oeuvres will be served. P.S. I realize most [...]

How Clients Buy – Book Release Celebration – March 21, 20182018-03-19T17:24:24+00:00

How Clients Buy: Book Launch

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 [...]

How Clients Buy: Book Launch2018-03-02T17:45:59+00:00

New Video: How Clients Buy

  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 [...]

New Video: How Clients Buy2018-02-08T00:23:40+00:00

New Website for How Clients Buy

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 [...]

New Website for How Clients Buy2017-12-08T16:00:22+00:00

QOTD: November 21, 2017

"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.

QOTD: November 21, 20172017-11-21T15:47:37+00:00

Rainmaker Themes: Understanding the Client’s Buying Journey

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 [...]

Rainmaker Themes: Understanding the Client’s Buying Journey2017-07-11T19:50:39+00:00

How Clients Buy…..Never Say “Selling”

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 [...]

How Clients Buy…..Never Say “Selling”2017-06-27T20:23:53+00:00

Our Proposed Solution: Understanding The Client’s Buying Journey

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 [...]

Our Proposed Solution: Understanding The Client’s Buying Journey2017-06-13T15:45:45+00:00

Obstacle #5: Everything You’ve Ever Been Taught About Sales Is Wrong

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 [...]

Obstacle #5: Everything You’ve Ever Been Taught About Sales Is Wrong2017-06-06T17:05:30+00:00