Archive for selling professional services

Elements of a Successful Sales Meeting

One of our major goals (if not the major goal) is to generate sales conversations. Depending on your business, that conversation may take place in person, on the phone, web meeting, or email. No matter what the medium, if you sales calls are not effective, your marketing budget will be wasted. Every once in a [...]

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Analytics and Conversations – Marketing & Sales Need Both

In professional services firms, many of us wear the sales, marketing, and delivery hats. Each role has different opportunities to engage in conversations and gather feedback to help improve their performance. While each role has their favorite tools for gathering feedback, it helps to periodically step back to see what other tools are available and [...]

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Intuit 2020 Report on The Future of The Accounting Profession

Intuit recently released their Intuit 2020 Report on the Future of The Accounting Profession. I was drawn to the opening sentences of the report: “Imagine a World Where… Accounting firms are not spending their time on gathering and entering client data.” The reason this sentence caught my eye is because this was the same issue [...]

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Sales and Marketing Plan Pro from Palo Alto Software

Disclosure – I am part of the Duct Tape Marketing Consultant Network. Duct Tape Marketing and Palo Alto Software are Strategic partners. The marketing plan piece of this tool is based on the Duct Tape Marketing methodology. Long story short – I’m biased – but I’m not getting paid to write this. The folks at [...]

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