Integrated Sales and Marketing activities have always been an important part of business development. You cannot have a successful Marketing...
Business Development Basics
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Category: Professional Services
Ways to Boost Revenue Next Year
The end of the old and beginning of a new year is often a reflection time (as well as having some relaxation/recharge time) for Partners, Directors...
Places to Research a Prospect Before the First Meeting
Lead Generation is only the first step. How do you go about ensuring your first contact meeting is a success? Thanks to Emma Brudner from the...
How Buyers Check You Out
As Professional Services Business Development specialist, I sometimes makes assumptions about what buyers do before they make a buying decision. So...
5 Steps for Your Marketing Strategy
To win more new clients, make them more profitable - and keep them longer - we know we need to effectively market our business, products and...
Why Use a CRM?
There is a saying that you "can't manage what you can't measure" - and for a Business or Professional Practice that sells to other Businesses (B2B)...
Better Marketing with Less Overwhelm
One of the best things about being a Marketing Consultant is that I get to meet many different Practice and Business Owners every week. What...
Win Back Clients – A Lost Sales Opportunity
As businesses we are often so busy chasing after new customers, that we neglect to look at what opportunities may exist with past customers that we...
5 LinkedIn Marketing Strategy Tips
If you are selling Business-to-Business (B2B) and trying to build your reputation, grow your network or distribute great content to generate...
Measuring Customer Satisfaction
We often hear stories about how essential it is to "create raving fans" or "a community" but how can you measure customer satisfaction aside from...
Why You Aren’t Winning Clients 2
In Part One of "Why do Professional Services Firms have trouble winning new clients" we outlined some of the challenges firms face in getting new...
Why You Aren’t Winning Clients 1
Do you have a Professional Services Firm like a Legal, Accounting, Engineering or Consulting Practice that sells to other businesses? Then take a...