by Bill Brelsford | Nov 10, 2010 | Business Books
I just finished reading Craig Elias’ and Tibor Shanto’s book Shift!: Harness The Trigger Events That Turn Prospects Into Customers. The main idea of the book is that you can greatly improve your sales by improving your timing – namely, after they experience a... by Bill Brelsford | Jul 7, 2009 | Business Books
If there is anything that professional service providers hate worse than marketing, it is probably selling. I’m a big fan of the Sandler Sales system, and I’ve posted about it several times on this blog. I wish they had taught this stuff in college (but... by Bill Brelsford | Oct 28, 2008 | Professional Services Marketing
When professionals strike out on their own, they seem to face their biggest challenges in the areas of sales and marketing. I know that sales has been a difficult area for me. The skills and attributes that make us good at technical and consulting work are not the...