The Reality of Selling Professional Services Services professionals know everything they need to sell their services. It's how they organize that information and how they approach prospective clients that determine whether or not they make the sale. Michael McLaughlin, author of Winning the Professional Services Sale, talks about how services professionals can convert a sales lead into a paying client.
Direct download: Reality_of_Selling_Professional_Services_McLaughlin.mp3
Category:podcasts -- posted at: 10:00am EDT

How to Turn Your Marketing into Internet Sensations

With more people turning to the Internet for information, you have a great opportunity to turn your marketing ideas into Internet sensations and create what David Meerman Scott calls World Wide Raves. It's all about creating good content that gets people blogging about it, Tweeting about it, and downloading it. Get people doing that, and you'll generate sales.

Scott, author of World Wide Rave, talks with Mike Schultz, Publisher of and President of Wellesley Hills Group, about what you need to do to create a World Wide Rave around your marketing ideas, how to treat this type of marketing effort, and how to measure results.

(Time: 15:04)

Direct download: DScott_WWRaves_061809.mp3
Category:podcasts -- posted at: 2:12pm EDT

How to Save a Difficult Client Relationship Chances are you've had difficult client relationships. Communication stops, the client doesn't give you what you need, and you don't get the results you want. Before you throw in the towel, you should make every effort to resolve the problems and get the relationship back on track.

In this podcast, Andrea Howe, founder of BossaNova Consulting Group, talks with Mike Schultz, President of Wellesley Hills Group and Publisher of, about how to identify a relationship that's falling off track and what you can do to set things right.

(Time: 13:24)

Direct download: Save_Difficult_Client_Relationship_Howe.mp3
Category:podcasts -- posted at: 12:12pm EDT

How to Expand Your Consulting Services into Global Markets Now is the perfect time to expand your consulting services into global markets, according to famed consultants Alan Weiss and Omar Khan. Opportunities are abundant, as there are many industries that are doing well despite the depressed economy, and technology makes it so that you don't need a physical presence.

Weiss and Khan, authors of The Global Consultant: How to Make Seven Figures Across Borders, talk with Mike Schultz, President of Wellesley Hills Group and Publisher of, about how to get started working internationally, how to make inroads in developing markets, and how to build critical mass and establish yourself in overseas markets.

(Time: 14:52)

Direct download: Expand_Your_Consulting_Services_into_Global_Markets.mp3
Category:podcasts -- posted at: 10:30am EDT

Use Triggering Events to Improve Your Chance of Making the Sale – With Jill Konrath Changes to a prospect's internal or external business environment could be just the thing to get you in their door and gain their business. Jill Konrath, author of Selling to Big Companies, explains the importance of tracking such triggering events, how to use them to engage prospects in conversation, and techniques for contacting prospects.

Questions Jill answers:
* How much time should you spend researching companies and trigger events?
* How can you use trigger events to move a sale along?
* How often should you contact people after a trigger event?
* What language should you use when you talk to someone after a trigger event?

(Time: 12:04)
Direct download: Konrath_webinar_qa100908.mp3
Category:podcasts -- posted at: 3:35pm EDT





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