Sales has change significantly over the years, particularly for B2B services firms. These days everyone plays a role in helping to grow the business, and firms must have a client-centric approach, says Matt Heinz, author of Successful Selling. Listen as Heinz explains mistakes firms make with lead generation, how firms can win complex sales, and how to avoid becoming a commodity.

Direct download: Successful_Selling_Heinz.mp3
Category:general -- posted at: 9:00am EST

Thought leadership might be considered a buzz word in the world of professional services sales, but it's an absolute necessity if you want to attract prospects and convert them into buyers. Listen as Scott Ginsberg, aka The Nametag Guy, talks about key aspects of thought leadership, mistakes people make, and how to overcome the biggest challenge of attracting prospects willing to pay for your services.

>>Learn More:
Attend Scott Ginsberg's Webinar How to Build a Thought Leadership Platform So Clients Come to You with Money on Thursday, July 29

Direct download: Browsers_to_Buyers_Ginsberg.mp3
Category:general -- posted at: 11:51am EST

Problem solving requires creative thinking, but too often people get stuck coming up with the same tired solutions. How can you break out of that rut and think of ideas that solve your business problems? Mark Levy suggests using a process called freewriting, which allows you to explore ideas you might never come up with using traditional methods.

 

Direct download: Problem_Solving_with_Freewriting_Levy.mp3
Category:podcasts -- posted at: 9:30am EST

How to Get Prospects to Sit Up, Pay Attention, and Buy Your Services

Want to sell more? Stop talking about you and your services. Prospects, who are busier than ever, don't want to hear it. Jill Konrath, author of the new book SNAP Selling, says to instead focus on your prospects and their challenges, demonstrate your value, and tell them something that will grab their attention and hold it throughout the decision process.

Direct download: Konrath_SNAP_Selling.mp3
Category:podcasts -- posted at: 10:30am EST



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