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

Obstacle #4: It’s Harder Than Ever To Sell Professional Services

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 [...]

Obstacle #4: It’s Harder Than Ever To Sell Professional Services2017-05-31T13:55:47+00:00

Obstacle #3: Nobody Wants to be a Salesperson

Picking up where we left off on our list of obstacles in selling consulting and professional services: Obstacle #3- Nobody Wants to be a Salesperson OK, maybe somebody started out their career wanting to be a salesperson, but I haven't found that someone yet.  When you ask a kid, "What do you want to be when you [...]

Obstacle #3: Nobody Wants to be a Salesperson2017-05-24T20:43:40+00:00

The Obstacles of Selling Services: If I’m supposed to know everything, then how come I don’t know how to sell?

Tom McMakin and I met last week with our publisher and nailed down a title for the book:  Selling Consulting and Professional Services: Understanding and Influencing The Client's Buying Journey.  Our book is divided into 4 parts.  The first part lays out the 'problem' or obstacles we face in selling consulting and professional services.  In [...]

The Obstacles of Selling Services: If I’m supposed to know everything, then how come I don’t know how to sell?2017-05-15T17:27:32+00:00

The Client’s Journey: Our book’s outline takes shape

As many of you know, Tom McMakin and I are writing a book that will be published by John Wiley & Sons in 2018.  The working title of the book is Getting Started in Business Development: How to Build Relationships and Sell Professional Services, Consulting and Expertise.  The title of the book will change; in fact, we're [...]

The Client’s Journey: Our book’s outline takes shape2017-05-15T16:51:45+00:00

Announcement: Book Contract

Dear friends, students, clients and colleagues: I'm very excited to announce that Tom McMakin (CEO of Profitable Ideas Exchange) and I have signed a book contract with John Wiley & Sons.  Our book's working title is Getting Started in Business Development: How to Build Relationships and Sell Professional Services, Consulting and Expertise. Writing a business [...]

Announcement: Book Contract2017-05-09T20:48:33+00:00

Reverse Brainstorming: A Crazy Technique For Solving Stubborn Problems

One morning about 20 years go, I gathered the team together in our conference room and we started brainstorming on a whiteboard.  I asked ‘how do we win our first customer?’  We really struggled with this problem  - largely because none of us at the time had ever worked in sales before.  We had lots of [...]

Reverse Brainstorming: A Crazy Technique For Solving Stubborn Problems2016-11-07T05:49:32+00:00