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Professional Services Marketing & Selling

  1. Today’s Sales Culture Is Killing Sales Performance2015/10/22

    There’s a problem among sales managers that’s reaching a critical level. They have forgotten the primary job and responsibilities of the sales manager. As a result, the sales culture is a mess and performance is steadily dropping. Listen as Mike Weinberg, author of Sales Management. Simplfied. , discusses how sales managers can stop this trend and create a high-performing sales team.
  2. The Improv Comedy Tactic that Keeps Sales Moving Forward2015/10/01

    The secret to successful improv comedy is the same strategy that keeps sales conversations moving forward. It’s all about saying “yes and.” Listen as Michael Port, author of the book Steal the Show , explains how sellers can use that tactic, why you must rehearse in order to be spontaneous, and the best way to close a deal.
  3. A One-Two Sales Punch: Email and the Phone2015/09/24

    Sales experts have said the phone is the best sales tool. It can be even more effective, however, when used along with email—when you use email to familiarize prospects with your product and company. By essentially pre-selling, they will be 80% sold when you talk with them on the phone, says email specialist Ben Settle.
  4. Big Changes Ahead for Professional Services Delivery and Sales2015/09/18
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  5. 4 Ways to Keep a Client Buying from You2015/09/10

    Doing great work for a client is no longer enough to ensure the client will buy from you again when the need arises. Great work is expected and doesn’t set you apart from the growing competition. To keep clients buying from you, RAIN Group's Ago Cluytens suggest you do four things.
  6. The Best Prospecting Tool for Sales Teams2015/09/03

    Online tools such as email were once considered the best prospecting tools. That is no longer the case. The phone has reclaimed the title as the number one prospecting tool for sales teams. Listen as inside sales expert Trish Bertuzzi explains why the phone is the top tool and what to say during conversations to get buyers to want to learn more.
  7. Advanced Tools that Boost Sales Results2015/08/27
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  8. New Era of Sales Calls for a New Type of Seller2015/08/20
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  9. Improve Key Account Management, Create a Selling Center2015/08/13
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  10. The Customer Is Always Right, Even If They’re Wrong2015/08/05

    People have strong beliefs. Those beliefs may not be correct, but you will never win those buyers over by telling them their belief system is wrong or flawed. To earn people’s business, you must accept their beliefs for what they are and learn how to communicate in a way that validates what they believe is correct, says Jay Samit, author of Disrupt You!
  11. Sales Enablement Critical to Sellers' Effectiveness2015/07/23

    Buyers want personalized messages and conversations with salespeople. Generic selling just won't do. To have those conversations, companies must enable their sales teams, says Aberdeen Group's Peter Ostrow. They must give sellers the tools, content, and support that allow them to speak to a specific persona, vertical, or even company.
  12. 3 Tactics to Grow Revenue and not Sound Like a Pushy Salesperson 2015/07/10

    You probably know everything required to sell more. The problem is you don't implement those tactics because you worry you are bothering your clients or you think you don't have time to do them. Both of those are misconceptions you need to get past. Listen as Alex Goldfayn, author of The Revenue Growth Habit , three unimposing things you can do now to increase revenue.
  13. 3 Ways Salespeople Can Boost Productivity and Sell More2015/07/01

    The average B2B salesperson uses only about a third of their time to actively sell. That means there's much more they can do to be more efficient, complete more sales activities, and win more deals. Listen as Matt Heinz discusses what salespeople can do right now to be more productive and sell more.
  14. Power Language that Persuades Customers2015/06/10

    In sales, you have to move your prospects where you want them to go. You do that by using power language that gets them to agree to a series of small things. Listen as Mark Rodgers, author of Persuasion Equation , discusses how to use power language, and the Principle of Nudge to persuade customers to buy from you.
  15. Sell More, Sell Faster: Sell to the Subconscious Mind2015/06/04

    If you're trying to sell something, don't try to sell to people using logic. It's a waste of time. You need to connect with buyers on a subconscious and emotional level, says Erik Luhrs, aka The Bruce Lee of Sales and Lead Generation. If you can do that, you will increase sales volume and decrease sales cycle length.
  16. To Win More Sales, Tell More Stories2015/05/28

    Products and services are more complex. We use different media to communicate. And we communicate less face to face. As a result, our communication is often boring and superficial. It does not include intuitive information or the experiential aspect of what we're trying to say. Storytelling can fix that, says Annette Simmons, author of Whoever Tells the Best Story Wins .
  17. Talking with Customers Is Like Talking with Hostage Takers2015/05/21

    Hostage takers and your customers have different wants, but how you communicate with them to get to your desired result is the same. The goal is to keep the person talking. In this podcast, Mark Goulston, author of Just Listen , explains how to keep customers talking until they sell themselves on your solution.
  18. How to Ask for—and Receive—Qualified Referrals2015/05/14
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  19. Buyer Personas Improve the Buying Process and Increase Sales2015/05/07

    Buyers are frustrated. Often sales reps are unprepared for meetings and unable to answer buyers' questions, causing the rep to lose the sale. To remedy that, companies need to gather insight about their buyers, create buyer personas, and use the information to help buyers, says Adele Revella, author of Buyer Personas .
  20. 6 Sales Email Tactics that Trigger Replies2015/04/29

    Email is still an effective sales tool—if it's done right. The problem is it's very easy to do wrong. Listen as David Traub, author of The 10 Second Sale , discusses six things you should include in every email that make people want to not just open your email, but reply to it.
  21. Turning Sales Teams into High-velocity Sales Machines2015/04/23

    Traditionally sales professionals participate in the sales process from start to finish. Some companies, however, have found a different structure works better. Following a model, in which sales professionals specialize in certain aspects of the sales process, they have increased sales closes by 300%. SalesLoft's Sean Kester explains.
  22. The Ultimate Form of Career Insurance for Sales Professionals2015/04/15

    Things have become more competitive for sales professionals. More people are vying for sales positions. Plus, selling itself has become more challenging with competing companies targeting the same customers. The best way to become indispensable in either situation is to be recognized as an expert in your field, says Dorie Clark, author of Stand Out .
  23. The Sales Training Model that Creates World-Class Sellers2015/04/09
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  24. Generate Quality Referrals in Just 3 Steps2015/04/03

    When it comes to generating referrals, you need a system. It doesn't have to be rigid system, but it must be a process that allows you to influence the referrals you receive. Using Vickie K. Sullivan's three-step system, you can guide your referral sources and ensure you received qualified leads.
  25. Lean Selling Can Dramatically Improve Your Sales Process--An Interview with Robert Pryor2015/03/26

    Lean Thinking, long used to improve manufacturing and production processes, has found a use in sales. By implementing Lean Selling strategies, companies have been able to reduce sales waste, increase sales closures, and shorten sales cycle times, says Robert Pryor, author of Lean Selling .
  26. LinkedIn for Sales: 3 Steps to Generate Leads, Win Sales—An Interview with Melonie Dodaro2015/03/18

    LinkedIn is the most powerful social media tool for sales professionals. Most decision makers are members, and you have ungated access to them. The key is to be proactive in your use of it, says Melonie Dodaro, author of The LinkedIn Code . You can't simply create a profile, collect connections, and wait for buyers to come to you.
  27. 2 Value Propositions Are Better than 1—An Interview with Skip Miller2015/03/12
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  28. The Key to Getting Appointments with Decision Makers—An Interview with EksAyn Anderson2015/02/27

    Technology has created a new type of gatekeeper—noise. The constant sales emails, social media requests, and text messages generate so much noise that decision makers often delete or ignore them. Because of that, salespeople need a multi-pronged approach to get appointments with decision makers.
  29. Turning Sales into a Science--An Interview with Mark Roberge2015/02/19

    Sales has always been thought of as more of an art than science. That is changing as more data about sales teams is available. Rather than simply trying something and hoping it works, teams can apply data and metrics and predict success.
  30. 3 Qualities that Lead to Loyal Customers2015/02/11

    You have a great product, but these days that isn't enough to keep customers returning. Customers want to be a part of something bigger. They want to connect with a company's story—their message—and they want to be a part of a community, says Noah Fleming, author of Evergreen . To achieve that, companies must have three qualities: character, community, and content.
  31. 2 Steps to Expand the Value You Offer Accounts—An Interview with John Doerr2015/02/09
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  32. Do You Have What It Takes to Be a Strong Sales Leader?—An Interview with Scott Edinger2015/01/28

    When it comes to identifying sales leaders, executives need to look beyond a person's ability to sell. Do they inspire people? Can they establish a clear vision? Can they get priorities of focus driven through an organization and cascaded to the front lines? Specifically, strong sales leaders have five qualities, says Scott Edinger, co-author of The Hidden Leader .
  33. Are You Doing Enough to Win Customers' Love?—An Interview with Jack Vincent2015/01/21

    People have long held negative perceptions of sales, making the idea of loving a salesperson laughable. The truth is many customers do love people who sell to them—if those people have certain qualities. Listen as Jack Vincent, author of A Sale Is a Love Affair , explains what it takes to win a customer's love.
  34. 3 Things Every Executive Listens for During a Meeting—An Interview with Sally Williamson2015/01/16

    Whether you are a salesperson trying to get an executive to buy your product or you are a sales manager trying to approval for a new procedure, the important thing is to understand the executive's perspective. When you know what they want out of meetings, you will lead memorable meetings that prompt them to take action in your favor rather.
  35. 3 Ways to Provide Value and Win the Sale—An Interview with Scott Edinger2015/01/09

    In a world where buyers often think competing products are virtually the same, the salesperson is the differentiating factor. It isn't enough for a salesperson to simply explain the features of what he's selling, he must provide value. Listen as Scott Edinger explains how top salespeople provide value and how companies can support them by having a sales-oriented culture.
  36. Why Firms Need Visible Experts on Staff—An Interview with Lee Frederiksen2015/01/06

    As firms work to generate new leads, close more business, and charge fees they deserve, one thing can make all of those easier to accomplish: a Visible Expert. Listen as Lee Frederiksen explains the benefits of having Visible Experts on staff and how to develop your own expert.
  37. The Best Way to Open a Sales Presentation—An Interview with Patricia Fripp2014/12/09

    Most people start their sales presentations by thanking their audience for the time and talking about themselves. If that's your approach, stop. If you want to capture their attention, start by saying something nice about the audience—something they are proud about as a business.
  38. 3 Steps to Simplify Selling—An Interview with Andy Paul2014/12/02

    Selling isn't easy, but it is simple. It calls for following these three steps—making every touch count, being absolutely responsive, and clarifying your offer. Those actions are at the very heart of selling, says Andy Paul, author of Amp Up Your Sales . Master those, and the rest will come easily.
  39. How to Use Big Data to Increase Sales—An Interview with Russell Glass2014/11/18

    Companies have access to an incredible amount of customer and prospect data. With proper tools and analysis they can uncover buyer trends that can help generate high-quality leads and convert more leads into customers, says Russell Glass, co-author of The Big Data-Driven Business .
  40. How to Stay Out of Commodity Hell—An Interview with Jon Kolko2014/11/11
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  41. 4 Challenges Business Leaders Face in the 21st Century—An Interview with Alan Cutler2014/11/04
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  42. How to Use LinkedIn as a Lead Generation Tool—An Interview with Kevin Knebl2014/10/28
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  43. How to Turn Your Passion into Profit—An Interview with Lee Frederiksen2014/10/21
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  44. The Key to Winning Government Contracts: Partnerships—An Interview with David Frazier2014/10/14
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  45. Webinar -- How to Convert and Qualify More Sales-Ready Leads2014/10/09

    Recording of Scott Armstrong's Oct. 9, 2014, RainToday webinar.
  46. The Hazards of Going for the Quick Sale—An Interview with Mark Hunter2014/10/07
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  47. 3 Steps You Can Take to Generate Qualified Leads—An Interview with Scott Armstrong2014/09/30
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  48. Webinar: 4 Essential Keys for Sales Negotiation Success2014/09/23

    Recording if Mike Schultz's Sept. 23, 2014, webinar.
  49. Language Patterns that Help You Persuade Customers—An Interview with Peter McLaughlin2014/09/23
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  50. 2 of the Biggest Mistakes Sellers Make During Negotiations—An Interview with Mike Schultz2014/09/16
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  51. You Must Persuade and Direct Buyers, Not Just Inform—An Interview with Juliet Huck2014/09/09
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  52. How to Shrink the Gap between Sales and Strategy—An Interview with Frank Cespedes2014/09/02
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  53. How to Create a Marketing System in 5 Days—An Interview with Mark Satterfield2014/08/26
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  54. Why Salespeople Need to Care about Content Marketing—An Interview with Matt Heinz2014/08/19
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  55. 3 Reasons Why Firms Experience Boom/Bust Sales Cycles—An Interview with Colleen Francis2014/08/12
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  56. 3 Areas in Content Marketing Where Service Firms Go Wrong—An Interview with Joe Pulizzi2014/08/05
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  57. How to Turn a Cold Call into a Warm Call and Get the Meeting—An Interview with Tim Hurson2014/07/29
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  58. Why an Indirect Approach to Sales and Marketing Works Best—An Interview with Robert Rosenthal2014/07/22
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  59. Webinar: Get Leads While You Sleep: How to Turn Website Visitors into Customers2014/07/18

    Recording of Helen Overland's July 17, 2014, webinar.
  60. Why Visitors to Your Website Don't Buy—An Interview with Helen Overland2014/07/08
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  61. Lessons All Businesses Can Learn from Small Business Owners—An Interview with Michael Mazzeo2014/07/01
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  62. How to Build Your 'Boldness Muscle' and Win More Sales—An Interview with Jeff Shore2014/06/24
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  63. Webinar: What It Takes to Sell with Insight presented by John Doerr2014/06/23

    Recording of John Doerr's June 19, 2014, webinar
  64. How to Respond When the Buyer Says No—An Interview with Tom Hopkins2014/06/17
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  65. Ditch Traditional Networking Events; Start Un-Networking Instead—An Interview with Derek Coburn2014/06/10
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  66. Creative Ideas to Help Even 'Boring' Firms Stand Out—An Interview with Jason SurfrApp2014/06/03
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  67. New Mobile Technology that Helps Improve Sales—An Interview with Tien Wong2014/05/20
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  68. Don't Give Up on Prospects Who Go Silent—An Interview with Nancy Fox2014/05/13
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  69. 3 Strategies that Help Lawyers Develop New Business—An Interview with David Ackert2014/05/06
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  70. Buyers Want and Need Insight from Sellers—An Interview with John Doerr2014/04/29
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  71. 4 Dos and Don'ts for Prospecting Emails—An Interview with Kendra Lee2014/04/22
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  72. How to Create and Use Stories to Capture Buyers' Attention—An Interview with Paul Smith2014/04/15
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  73. Use Digital Tools to Humanize the Sales Process, Not Dehumanize It—An Interview with Adrian Davis2014/04/08
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  74. The Biggest Mistake that Will Derail a Sales Presentation—An Interview with Sims Wyeth2014/04/01
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  75. Your Marketing Is an Asset, Not a Cost—An Interview with Grant Leboff2014/03/14
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  76. Creative Habits You Can Apply to Sales that Help You Differentiate—An Interview with Mark Donnolo2014/03/11
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  77. Why Introverts Make Great Salespeople—An Interview with Alen Mayer2014/03/04
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  78. 5 Strategies for Successful Meetings with C-Level Executives—An Interview with Andrew Sobel2014/02/25
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  79. Want to Be a Better Salesperson? Start By Being a Better Person2014/02/18
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  80. The Best Way to Cross-Sell and Up-Sell within an Organization2014/02/11

    You're already working on a small project for a large company, but there's a much larger project coming up in a different division that you'd love to work on. How do you win that deal? Listen as sales growth expert Adrian Davis explains his five-step process for winning that large deal, as well as how salespeople can become trusted advisors to client executives.
  81. 2 Factors that Determine a Salesperson's Success—An Interview with Lee Salz2014/02/04
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  82. You Can No Longer Compete on Just Quality—An Interview with David Pearson2014/01/28

    The world is full of great products and services. That means quality alone will not set you apart from the competition. In addition to having a great service, you have to consider how buyers feel about your brand and give them emotional satisfaction. Buyers must perceive you to be a firm that provides value, says David Pearson, author of The 20 Ps of Marketing .
  83. Why Salespeople Must Use Social Media—An Interview with Shannon Belew2014/01/21
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  84. 8 Steps for Creating a Brain-Friendly Sales Process2014/01/14

    When you think about some of the older sales approaches where they talk about overcoming a buyer's objections and wrestling them until they say yes, they sound rather combative. Instead Simon Hazeldine, author of Neuro-Sell , says sellers need a brain-friendly sales process, one that makes the customer's brain feel comfortable with you.
  85. The Worst Possible Way to Ask for a Referral2014/01/06

    Email is easy, and it's tempting to rely on it when you're afraid to address a person directly or are afraid of rejection. But it's the worst possible way to ask for a referral or a testimonial. Listen as marketing expert Alex Goldfayn explains why email is the worst way to ask for a referral and what you should use instead.
  86. Are Your Marketing Efforts Contributing to Revenue Growth?2013/12/03

    If there were one word to describe the future of marketing departments, you might say it's "accountable." Increasingly company executives want to know how marketing will contribute to the firm's top-line revenue growth, and marketers need to start providing answers, says Debbie Qaqish, author of Rise of the Revenue Marketer .
  87. 4 Sales and Marketing Practices that Prevent Company Growth2013/11/19

    Sales and marketing teams might think they're helping their company grow. What they don't realize, however, is that in many cases, they unknowingly do the opposite. Listen as Guido Quelle, author of Profitable Growth , explains what they do that prevents a company from growing.
  88. Building Trust with Buyers Doesn't Have to Take a Long Time2013/11/12
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  89. 5 Steps for Collaborating with Buyers and Increasing Sales2013/11/05
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  90. To Win You Have to Do More than Create Better Services2013/10/29

    Providing great products and services is expected in today's competitive environment. You need them just to play in the marketplace. To win, you have to think about your interactions with customers. It isn't about how much you can sell, says Niraj Dawar, author of TILT . It's about what else your customers need.
  91. 2 Methods to Help Prove the Benefits of Content Marketing2013/10/22
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  92. Money Isn't the Best Motivator for Long-Term Sales Success2013/10/15

    Money might make the world go round, but it isn't enough for salespeople—or the companies they work for—to achieve long-term sales success. In this podcast interview, sales coach and author Lisa McLeod explains how having a noble purpose drives individual sales success and turns average-performing companies into top-tier organizations.
  93. 3 Gaps between Buyers and Sellers that Create Friction2013/10/08

    Buyers and sellers don't always see eye to eye. Things buyers consider important sometimes aren't even have sellers' radar. And those gaps can create friction or worse cause a sale to be lost. Listen as Lee Frederiksen, author of Inside the Buyer's Brain , explains the three biggest gaps between buyers and sellers and how to close them.
  94. Don't Think B2B; Think C2C—Customer to Customer—An Interview with Simon Pont2013/10/01

    You might run or work for a B2B service provider, but at the heart of it you are a human dealing with other humans. That means your marketing should reflect that, says Simon Pont, author of Digital State . Don't talk at or to people. Have conversations with them, as well as encourage customers to talk with one another.
  95. The First Step in Achieving Outrageous Sales Growth2013/09/17
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  96. How to Communicate with Prospects So They Respond2013/09/06
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  97. Get the Fee You Deserve When Dealing with RFPs2013/09/03
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  98. Why You Want to Be a Storydoer, Not a Storyteller2013/08/27
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  99. Buyers Don't Need Traditional Salespeople Anymore2013/08/20

    Buyers have changed. They don't like taking sales calls, they don't want to be told what to do, and they really don't want to sit through long PowerPoint presentations, says Josiane Feigon, author of Smart Sales Manager. What they want are intelligent salespeople who will pay attention to their needs and educate them.
  100. SEO Practices Businesses Should Not Follow2013/08/13

    Search engine optimization (SEO) is often confusing, especially when search engines continually change their algorithms. Strategies that may have worked in the past might no longer work or worse could hurt your website. Listen as Jeff Quipp, Founder and CEO of Search Engine People, explains practices that no longer work and what businesses should do instead.
  101. How to Craft Stories that Trigger Emotion and Lead to Sales2013/08/06

    Everyone loves a good story, and that includes your buyers. A good story triggers an emotion, and if the situation is similar to your buyer's, it makes them feel the problem could also happen to them. If you can show how you or your service helped the subject overcome the conflict, then you're one step closer to winning the sale.
  102. Having a Noble Sales Purpose Puts You on the Fast Track to More Revenue2013/07/30
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  103. Specialists, Not Generalists, Are More Profitable2013/07/23

    The natural tendency is to appeal to all buyers, providing everything and anything people might need. If you do that, however, you will have less business. When you specialize and differentiate, you will be much more successful, says Lee Frederiksen, co-author of Professional Services Marketing, Second Edition.
  104. Use Content Marketing to Regain Some Control of the Buying Process2013/07/16
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  105. Networking: The Fortune Is In the Follow-Up2013/07/09
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  106. How to Ask for—and Receive—Referrals without Sounding Pushy—An Interview with Bill Cates2013/07/02
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  107. How to Create Useful Content that Buyers Love2013/06/25
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  108. How to Make Price a Non-issue with Buyers2013/06/18

    When someone says your price is too high, you haven't done your job. You didn't build value. You didn't show the person the value you provide is worth more than the price. To help you do that—and make price a non-issue—Kurt Mortensen, author of Maximum Influence, explains three pricing strategies.
  109. The Biggest Barrier to Implementing a Marketing Planning System—and How to Eliminate It—An Interview with Mike Meldrum2013/06/11
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  110. The Best Way to Reach and Sell to C-level Executives2013/06/04

    Selling to C-level executives is more about making a single sale. It's about building long-term, lifetime relationships. That means you must approach high-level executives differently than other decision makers. Listen as Ago Cluytens, Practice Director EMEA at RAIN Group, discusses the best strategy for selling to C-level executives.
  111. If You Aren't Getting Clients, this Might Be Why2013/05/28
  112. 'Happy Meal Marketing': Make Sure No Prospect Leaves Hungry2013/05/21
  113. Why Sellers Must Collaborate with Buyers2013/05/14
  114. Relationship-based Selling: Report of Its Death Is Greatly Exaggerated2013/05/07
  115. How Techno-speak and Jargon Impede Business Development2013/04/30
  116. A Paradigm Shift in Marketing2013/04/23
  117. The New Rule for Length of Prospecting Email Messages2013/04/16
  118. How Top Sellers Use LinkedIn to Get Clients2013/04/09
  119. 3 Ways Marketing Can Improve Relations with Sales and their Executive Board2013/04/02
  120. The Business Benefits of Having a Strong Personal Brand2013/03/26
  121. What Kanye West Can Teach You about Sales and Marketing2013/03/19
  122. The Number 1 Thing Top Sellers Do Differently2013/03/12
  123. How to Succeed in the New Relationship Era of Marketing2013/03/05
  124. Don't Persuade Clients, Influence Them2013/02/26
  125. An Alternative Path to Developing Trust with Buyers2013/02/19
  126. How to Turn Unhappy Customers into Raving Fans2013/02/12
  127. 2 Keys for Successful Email Prospecting—An Interview with Kendra Lee2013/02/05
  128. The Key to Effectively Using Stories in Sales2013/01/29
  129. Update Your Sales Process to Meet Changing Buyer Needs2013/01/22
  130. How to Turn Customers into Advocates and Marketers for Your Brand2013/01/15
  131. 7 Steps to Align Sales and Marketing2013/01/08
  132. Following the Yellow Brick Road to Referrals and New Clients2012/12/11
  133. 3 Steps to Attract Your Ideal Client Using Character Codes2012/12/04
  134. How You Know When a Prospect Is Ready to Buy2012/11/27
  135. Cross-Selling: One of the Greatest Areas of Untapped Potential Revenue2012/11/13
  136. 4 Characteristics Consultants Must Have to Get Hired2012/11/06
  137. What Decision Makers Really Want to Know2012/10/30
  138. The Best Way to Close More Deals2012/10/23
  139. 4 Characteristics of Successful CEOs2012/10/16
  140. How to Control Your Fight or Flight Response when Dealing with Challenging Buyers2012/10/09
  141. Social Media Is Not a Strategy; It's a Channel—An Interview with Michelle Golden2012/10/02
  142. A Simple Sales Framework to Acquire and Retain New Clients2012/09/21
  143. Why Should Clients Work with You?2012/09/14
  144. How to Get More—and Higher-Paying—Clients2012/09/11
  145. How to Use Your LinkedIn Profile to Generate New Business2012/09/04
  146. 3 Components of a Powerful Elevator Speech2012/08/28
  147. How to Get Referrals without Asking for Them2012/08/21
  148. The Art of Asking Prospects Questions2012/08/14
  149. You Might Need to Rebrand Your Firm If ...2012/08/07
  150. Why You Should Take Your Competitors to Lunch2012/07/31
  151. Buyer Behavior Changes You Can't Afford to Ignore2012/07/24
  152. Don't Write One Piece of Content Until You Do This2012/07/17
  153. Yes, You Can Get New Business via Social Media2012/07/10
  154. The Most Powerful Form of Advertising2012/07/01
  155. Sales Advice for the Accidental Salesperson2012/06/26
  156. The Best Time to Send Marketing Email2012/06/19
  157. A Growth Opportunity Most Companies Ignore2012/06/12
  158. The Best Way to Influence Buyers and Advance the Sale2012/06/05
  159. The Only Thing You Need for a Successful Cold Call2012/05/29
  160. How Content Marketing Helps Small Firms Win the David vs. Goliath Battle2012/05/22
  161. One Sure Way to Increase Sales2012/05/15
  162. Email Marketing Opportunities Most Firms Overlook2012/05/08
  163. You Can't Afford Not to Have Onboarding Programs for Salespeople2012/05/01
  164. Is Your Website Causing You to Lose Leads?2012/04/24
  165. Online Marketing Tools that Give You a Lead over Competitors2012/04/17
  166. The Best Way to Qualify Prospects When Selling Services2012/04/10
  167. The Key to Getting Buyers to Respond to Prospecting Email2012/04/05
  168. How to Get Quoted in The New York Times2012/03/27
  169. 4 Things Preventing You from Having Trustworthy Client Relationships2012/03/20
  170. The Biggest Mistake People Make when Cold Calling Prospects2012/03/13
  171. Never Discount Your Price2012/03/06
  172. How to Develop Strong Client Loyalty that Generates Millions in Revenue2012/02/28
  173. 7 Vital Skills of a High-Performance Revenue Marketing Team2012/02/21
  174. Do These 3 Things to Make Sure Sales Training Succeeds2012/02/14
  175. Power Questions that Get Prospects to Pay Attention to You2012/02/07
  176. How to Become a CEO's Trusted Advisor2012/01/31
  177. The Best Way to Get New Salespeople Up to Speed and Generating Revenue Quickly2012/01/24
  178. A Key Component to Winning More Sales2012/01/13
  179. How Your Business Can Succeed Despite Tough Economy2012/01/10
  180. How Publishing a Book Can Generate Business Revenue2012/01/03
  181. Automated Marketing and Sales Tools Help Drive Business Growth2011/12/06
  182. Top Challenges of B2B Firms—and How to Address Them2011/11/29
  183. The Trade Show Is Not Dead, but Your Show Strategy Might Be2011/11/15
  184. The Trait that Causes Salespeople to Fail2011/11/08
  185. 3 Essential Elements of Successful Sales Presentations2011/11/01
  186. Why Users, Not Customers, Are Key to Business Success2011/10/25
  187. Professional Services Marketing Enters a New Phase2011/10/18
  188. Are You Meeting Your Client's True Needs?2011/10/11
  189. The Most Important Thing You Can Do to Be More Productive2011/10/04
  190. 90% of Sales Training Fails—but You Can Fix That2011/09/27
  191. Why You Need to Rethink Your Marketing Strategy2011/09/20
  192. SEO, SEM, and Advertising, Oh My!2011/09/13
  193. How Being Likable Helps You Win Sales2011/09/06
  194. Sales Is Not a Dirty Word2011/08/30
  195. Are Mind Viruses Destroying Your Sales Efforts?2011/08/23
  196. The Best Way to Sell Professional Services2011/08/16
  197. Don't Convince and Coerce Prospects, Influence Them2011/08/09
  198. Networking Mistakes that Hurt Your Business2011/07/29
  199. Win the Heart of the CEO and Win the Sale2011/07/26
  200. Avoid this Mistake When Asking for a Referral or Testimonial2011/07/19
  201. Why You Need to Stop Trying to Beat Your Competition2011/07/12
  202. A Ridiculous Way to Get Referrals2011/06/30
  203. How to Keep Wired and Dangerous Customers Happy2011/06/28
  204. The Most Important System for Your Business: A Marketing System2011/06/21
  205. The Formula to Rapid Growth for Your Business2011/06/14
  206. Do You Have What It Takes to Lead a Successful Business?2011/06/07
  207. 2 Forces that Drive Professional Services Sales2011/05/31
  208. When You Know Your Buyers' Personas, You'll Sell More2011/05/24
  209. 3 Things that Sink Most Companies2011/05/17
  210. Getting Through to Your Buyers' Crocodile Brains2011/05/10
  211. Get Prospects to Come to You—Start Podcasting2011/05/03
  212. What Top Rainmakers Do that You Probably Don't2011/04/26
  213. What to Say to Get More Sales Wins and the Biggest Deals2011/04/19
  214. Marketing via LinkedIn: Opportunities You Might Be Missing2011/04/12
  215. One Sure Way to Get New Clients2011/04/05
  216. Dealing with a Client Objection? Don't Do This2011/03/29
  217. Marketing's Role in Generating Revenue Increasing2011/03/22
  218. Lead Generation: Prospects Need a Human Touch2011/03/15
  219. It's Time for B2B Firms to Be More Like Publishers2011/03/08
  220. Email Now the Number One Prospecting Tool2011/03/01
  221. Do You Have What It Takes to Be an Effective Leader?2011/02/22
  222. What C-Level Executives Want from Sales Meetings2011/02/15
  223. The Secret to Effective Voice Mail Messages2011/02/08
  224. Marketing Doesn't Get You Clients. Trust Does2011/02/01
  225. The Most Important Thing in a Successful Sales Organization2011/01/25
  226. Mistakes that Keep You from Getting the Referrals You Deserve2011/01/18
  227. Why Consultants Must Embrace Selling2011/01/11
  228. How Professional Services Firms Can Benefit from Entrepreneurial Thinking2011/01/04
  229. Content Marketing: Share or Solve Problems, Don't Shill2010/12/07
  230. Accelerated Lead Generation via Virtual Events2010/11/30
  231. Don't Let these Myths and Misperceptions Derail Your Cold Calling Efforts2010/11/16
  232. Why You Must Resist the Urge to Take Any Client2010/11/09
  233. Metaphors: Don't Leave Home to See a Buyer without One2010/11/02
  234. Perk Up Their Ears: Sales Techniques that Get Prospects to Take Notice2010/10/26
  235. The One Thing Every Professional Services Website Must Do2010/10/19
  236. Uncover Hidden Pockets of Profit in Your Business2010/10/12
  237. How to Turn Client Objections into New Sales2010/10/05
  238. Ditch Your Boring Bio and Attract More Clients2010/09/28
  239. How to Use Your Value Proposition to Stop Competing Against Price2010/09/21
  240. New Rules for Marketing Professional Services2010/09/14
  241. Setting the Foundation for a Strong and Wealthy Company2010/09/06
  242. Stop Practicing Random Acts of Content2010/08/31
  243. How to Attract Clients and Make Money Using Webinars2010/08/24
  244. Tap Into the Power of Blogs to Grow Business2010/08/12
  245. Is Your Body Language Hurting Your Sales Efforts?2010/08/10
  246. What Sales Training Program is Right for You?2010/08/03
  247. How to Avoid Becoming a Commodity in a Buyer-Centric World2010/07/27
  248. The Secret to Turning Browsers into Buyers—An Interview with Scott Ginsberg2010/07/19
  249. Solve Business Problems and Think Creatively Using Freewriting2010/07/13
  250. How to Get Prospects to Sit Up, Pay Attention, and Buy Your Services2010/07/07
  251. The Right Way to Market Technology Services2010/06/30
  252. Employee Happiness Key to Driving Profit and Growth2010/06/23
  253. What You Must Do to Keep Your Sales Pipeline Full2010/06/16
  254. Are Your Sales Lagging? Poor Leadership Principles May Be the Cause2010/06/09
  255. What Firms Must Do to Achieve Sustainable Growth2010/06/02
  256. You Might Be a Trust Killer—and Not Even Know It2010/05/26
  257. Why You Must Invest in Existing Clients2010/05/19
  258. The Best Way to Generate Referrals and Get More Leads2010/05/12
  259. Preferred Lead Generation Tactics for Professional Services2010/05/05
  260. Social Media Marketing Better than SEO for Web Traffic2010/04/28
  261. Economy Recovering: What Firms Must Do Now2010/04/21
  262. How a Strong Brand Helped Accenture Withstand the Tiger Woods Scandal2010/04/14
  263. Turn Your Firm into a High-Performance Machine2010/04/07
  264. Client Objections: No Doesn't Have to Mean No2010/03/31
  265. The Best Path to Profitability for Professional Services Firms2010/03/24
  266. Why Clients Leave and What You Can Do About It2010/03/17
  267. So, You Want to Become a Thought Leader?2010/03/10
  268. Is the Traditional Website Dead?2010/03/03
  269. Do You Have What it Takes to Compete?2010/02/24
  270. Using Case Studies to Build Trust and Facilitate Sales2010/02/17
  271. How Search Engine Marketing Can Improve the Sales Cycle2010/02/10
  272. Get Prospects to Notice You: What Every Marketing Campaign Must Have2010/02/03
  273. Want to Attract New Clients? Think Like a Publisher2010/01/27
  274. The Number 1 Sales Mistake People Make2010/01/20
  275. Don't Let Bad Presentation Skills Cost You Clients2010/01/13
  276. Firms Must Break Down Marketing and Business Development Silos2010/01/06
  277. Modern Marketing Strategies for Professional Services2009/12/09
  278. How to Become a Marketing Success on Twitter2009/12/02
  279. How a CRM System Can Improve Your Sales Efforts2009/11/18
  280. Embrace New Emarketing Strategies or Lose Sales2009/11/11
  281. Acquire the Ideal Client, Not Just Any Client2009/11/04
  282. Stop Pitching Your Services and Facilitate the Buying Decision2009/10/28
  283. Improve Your Value Proposition with Performance Benchmarking2009/10/21
  284. Cold Calling: 7 Tips to Help You Get Meetings with Prospects2009/10/14
  285. Using Pictures to Solve Problems and Engage Clients2009/10/07
  286. Tap Into the Power of Social Media2009/09/30
  287. Marketing Tactics that Grab People's Attention2009/09/23
  288. What Makes People Buy?2009/09/16
  289. Speaking Engagements: How to Get Big-League Gigs2009/09/09
  290. Achieve Marketing Success with Social Media Networks2009/09/02
  291. Use a Universal Lead Definition to Find Ideal Clients2009/08/26
  292. Cold Calling Dos and Don'ts2009/08/19
  293. Don't Let Your Sales Proposal Turn into a Horror Story2009/08/12
  294. Best Practices for Making Cold Calls2009/08/05
  295. The Reality of Selling Professional Services2009/07/29
  296. How to Turn Your Marketing into Internet Sensations2009/07/22
  297. How to Save a Difficult Client Relationship2009/07/15
  298. How to Expand Your Consulting Services into Global Markets2009/07/08
  299. Use Triggering Events to Improve Your Chance of Making the Sale – With Jill Konrath2009/07/01
  300. Strategies that Stick: What it Takes for Firms to Embrace and Execute a Marketing Plan - An Interview with John Doerr2009/06/24
  301. 3 Keys to Forming Partnerships with Your Clients - With Andrew Sobel2009/06/17
  302. Tips for Creating a Social Media Marketing Strategy for Your Firm - With Dana VanDen Heuvel2009/06/10
  303. Tips for Marketing on LinkedIn (Without Upsetting Your Prospects)2009/06/03
  304. Making Change Happen: Insights for Creating Remarkable Things at Your Firm - An Interview with Dr. John Kotter2009/05/27
  305. Breakthrough Strategies for Building Trusted Client Partnerships for Life - An Interview with Andrew Sobel2009/05/20
  306. How to Transition from Hourly Fees to Value-Based Fees - An Interview with Alan Weiss2009/05/13
  307. How to Make Yourself Memorable in Networking Conversations - With Scott Ginsberg2009/05/06
  308. The Importance of Building Relationships with People Committed to Your Success - An Interview with Keith Ferrazzi2009/04/29
  309. Keys to Becoming More Approachable and More Referable in Business - An Interview with Scott Ginsberg2009/04/22
  310. How Marketers are Using Social Media to Grow Their Business2009/04/15
  311. Building Up Your Brand in a Downturn - An Interview with Mike Schultz2009/04/08
  312. Using Social Media for Marketing and Selling Professional Services - An Interview with Paul Dunay2009/04/01
  313. Delivering Client Experiences that Differentiate Your Firm - An Interview with Peter Merholz2009/03/25
  314. The Business Case for Long-Term Lead Nurturing in a Recession - An Interview with Dan McDade2009/03/18
  315. Building a Value Proposition that Sells in Recessionary Times - An Interview with Paul Collins2009/03/11
  316. Keys to Being a Trusted Seller of Professional Services2009/03/04
  317. The Basics of Long-Term Lead Nurturing: How to Benefit from Your Firm's Second Best Revenue Source, with Dan McDade2009/02/25
  318. Keeping Your Revenue Flowing: 6 Key Business Development Factors (Part II)2009/02/18
  319. Keeping Your Revenue Flowing: 6 Key Business Development Factors (Part I)2009/02/11
  320. Marketing in a Recession2009/02/04
  321. How to Create a Culture of Growth, with Suzanne Lowe2009/01/28
  322. The Top 5 Ways Professionals Sabotage Their Own Sales Conversations2009/01/21
  323. Professional Services Spending Looking Down in 2009, Yet Buyers Open to Switching2009/01/13
  324. The Top 5 Ways Clients Find Professional Service Providers2009/01/06
  325. Becoming a Global Consultant, with Alan Weiss2008/11/18
RainToday's Sales Tips & Techniques Podcast
The RainToday Podcast Series

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