Winning the Professional Services Sale

Winning the Professional Services Sale

  • Author : Michael W. McLaughlin
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 240
  • ISBN-10 : 9780470522011
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An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Managing The Professional Service Firm

Managing The Professional Service Firm [David H. Maister]

  • Author : David H. Maister
  • Publisher : Simon and Schuster
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 384
  • ISBN-10 : 1416586369
International expert and consultant David Maister offers a brilliant and accessible guide to every management issue at play in professional firms. Professi … GET BOOK
How to Win Client Business When You Don't Know Where to Start

How to Win Client Business When You Don't Know Where to Start [Doug Fletcher]

  • Author : Doug Fletcher
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 240
  • ISBN-10 : 1119676924
Dramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher How to Win Client Business When You Don't … GET BOOK
Never Say Sell

Never Say Sell [Tom McMakin,Jacob Parks]

  • Author : Tom McMakin,Jacob Parks
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 256
  • ISBN-10 : 1119683807
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Profe … GET BOOK
Making the Number

Making the Number [Greg Alexander,Aaron Bartels,Mike Drapeau]

  • Author : Greg Alexander,Aaron Bartels,Mike Drapeau
  • Publisher : Penguin
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 288
  • ISBN-10 : 1101216476
The essential tool kit to achieve breakthrough sales performance improvements. Numbers don’t lie: 40 percent of all salespeople miss their targets each y … GET BOOK
How Clients Buy

How Clients Buy [Tom McMakin,Doug Fletcher]

  • Author : Tom McMakin,Doug Fletcher
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 272
  • ISBN-10 : 1119434750
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of … GET BOOK
Positioning for Professionals

Positioning for Professionals [Tim Williams]

  • Author : Tim Williams
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 208
  • ISBN-10 : 9780470877524
It’s not the best companies that prevail in the marketplace, but rather the best brands. The goal of business strategy is not just to be better, but diff … GET BOOK
The Art of Selling Your Business

The Art of Selling Your Business [John Warrilow]

  • Author : John Warrilow
  • Publisher : Greenleaf Book Group
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 256
  • ISBN-10 : 1733478167
Freedom. It's the ability to do whatever you want, whenever you want. It's the ultimate reward of selling your business. But selling a company can be confu … GET BOOK
The Startup Owner's Manual

The Startup Owner's Manual [Steve Blank,Bob Dorf]

  • Author : Steve Blank,Bob Dorf
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 608
  • ISBN-10 : 1119690722
More than 100,000 entrepreneurs rely on this book for detailed, step-by-step instructions on building successful, scalable, profitable startups. The Nation … GET BOOK
Getting Everything You Can Out of All You've Got

Getting Everything You Can Out of All You've Got [Jay Abraham]

  • Author : Jay Abraham
  • Publisher : Truman Talley Books
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 384
  • ISBN-10 : 9780312271466
A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven … GET BOOK
The Art of Managing Professional Services

The Art of Managing Professional Services [Maureen Broderick]

  • Author : Maureen Broderick
  • Publisher : Prentice Hall
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 288
  • ISBN-10 : 9780132101813
Today, millions of people work at over one million professional service firms generating over $2 trillion in revenue annually. These firms face unique issu … GET BOOK
Never Too Old to Get Rich

Never Too Old to Get Rich [Kerry E. Hannon]

  • Author : Kerry E. Hannon
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 272
  • ISBN-10 : 1119547911
Start a successful business mid-life When you think of someone launching a start-up, the image of a twenty-something techie probably springs to mind. Howev … GET BOOK
Built to Sell

Built to Sell [John Warrillow]

  • Author : John Warrillow
  • Publisher : Penguin
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 176
  • ISBN-10 : 1101514116
According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to … GET BOOK
Topgrading for Sales

Topgrading for Sales [Bradford D. Smart Ph.D.,Greg Alexander]

  • Author : Bradford D. Smart Ph.D.,Greg Alexander
  • Publisher : Penguin
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 128
  • ISBN-10 : 1440638837
A concise extension of the business classic Topgrading, targeted to sales managers Brad Smart's Topgrading has sold more than 150,000 copies since 1999, ma … GET BOOK
Small Giants

Small Giants [Bo Burlingham]

  • Author : Bo Burlingham
  • Publisher : Penguin
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 304
  • ISBN-10 : 1101992336
How maverick companies have passed up the growth treadmill — and focused on greatness instead. It’s an axiom of business that great companies grow thei … GET BOOK
The $100 Startup

The $100 Startup [Chris Guillebeau]

  • Author : Chris Guillebeau
  • Publisher : Currency
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 304
  • ISBN-10 : 0307951545
Lead a life of adventure, meaning and purpose—and earn a good living. “Thoughtful, funny, and compulsively readable, this guide shows how ordinary peop … GET BOOK
Lovability

Lovability [Brian de Haaff]

  • Author : Brian de Haaff
  • Publisher : Greenleaf Book Group
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 272
  • ISBN-10 : 1626344043
Love is the surprising emotion that company builders cannot afford to ignore. Genuine, heartfelt devotion and loyalty from customers — yes, love — is w … GET BOOK
Monetizing Innovation

Monetizing Innovation [Madhavan Ramanujam,Georg Tacke]

  • Author : Madhavan Ramanujam,Georg Tacke
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 256
  • ISBN-10 : 1119240883
Surprising rules for successful monetization Innovation is the most important driver of growth. Today, more than ever, companies need to innovate to surviv … GET BOOK
The Million-Dollar, One-Person Business, Revised

The Million-Dollar, One-Person Business, Revised [Elaine Pofeldt]

  • Author : Elaine Pofeldt
  • Publisher : Lorena Jones Books
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 272
  • ISBN-10 : 0399578978
The self-employment revolution is here. Learn the latest pioneering tactics from real people who are bringing in $1 million a year on their own terms. Join … GET BOOK
Think Like a Monk

Think Like a Monk [Jay Shetty]

  • Author : Jay Shetty
  • Publisher : Simon and Schuster
  • Release : 2012-12-04
  • Category: Self-Help
  • Total Pages : 352
  • ISBN-10 : 198213450X
Jay Shetty, social media superstar and host of the #1 podcast On Purpose, distills the timeless wisdom he learned as a monk into practical steps anyone can … GET BOOK
The Ultimate Guide to Dropshipping

The Ultimate Guide to Dropshipping [Mark Hayes,Andrew Youderian]

  • Author : Mark Hayes,Andrew Youderian
  • Publisher : Lulu Press, Inc
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : N.A
  • ISBN-10 : 1483401812
The Ultimate Guide to Dropshipping is a complete guide on how to create and run a successful dropshipping business. "This is by far the best book on dropsh … GET BOOK
It Starts With Clients

It Starts With Clients [Andrew Sobel]

  • Author : Andrew Sobel
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 256
  • ISBN-10 : 1119619114
World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges … GET BOOK
SPIN® -Selling

SPIN® -Selling [Neil Rackham]

  • Author : Neil Rackham
  • Publisher : Routledge
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 256
  • ISBN-10 : 1000154572
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your pro … GET BOOK
The Lean Startup

The Lean Startup [Eric Ries]

  • Author : Eric Ries
  • Publisher : Currency
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 336
  • ISBN-10 : 030788791X
Most startups fail. But many of those failures are preventable. The Lean Startup is a new approach being adopted across the globe, changing the way compani … GET BOOK
Conquer the Chaos

Conquer the Chaos [Clate Mask,Scott Martineau]

  • Author : Clate Mask,Scott Martineau
  • Publisher : John Wiley & Sons
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : 240
  • ISBN-10 : 0470642319
Create the business you want without sacrificing the lifestyle you deserve The majority of new entrepreneurs (and even those with a little more experience) … GET BOOK
Retail Survival of the Fittest: 7 Ways to Future Proof Your Retail Store

Retail Survival of the Fittest: 7 Ways to Future Proof Your Retail Store [Francesca Nicasio]

  • Author : Francesca Nicasio
  • Publisher : Lulu Press, Inc
  • Release : 2012-12-04
  • Category: Business & Economics
  • Total Pages : N.A
  • ISBN-10 : 1483420752
Retail Survival of the Fittest: 7 Ways to Future-Proof Your Retail Store is a practical guide to modern-day retail success. Learn how to use mobile technol … GET BOOK