Aaron Shapiro, author of Users Not Customers: Who Really Determines the Success of Your Business, discusses how B2B services firms are growing their business via a user-focused approach in the digital online space.

Direct download: Users_Not_Customers_Shapiro.mp3
Category:podcasts -- posted at: 7:00am EDT

If you think marketing professional services is challenging, consider what it was like more than 30 years ago when firms were just learning to do it. Partners in firms didn't know how to do it, and they fought against ideas marketers presented to them. But marketers persevered, and the methods they came up with are alive and thriving. Listen as Bruce Marcus, author of Professional Services Marketing 3.0, discusses the evolution of professional services marketing and what firms must do today in order to succeed.

Direct download: Professional_Services_Marketing_Marcus.mp3
Category:podcasts -- posted at: 7:00am EDT

You know you have to understand your client's needs in order to give them the best solution to their problem. But are you digging deep enough to uncover the real issues? When you do that, you can present your solution in the context of what you discover, create urgency, and increase the likelihood of their buying from you. Listen as John Doerr, co-president of RAIN Group, explains how to use needs discovery techniques to get to the root of your client's problems.

Direct download: Doerr_Client_Needs.mp3
Category:podcasts -- posted at: 7:00am EDT

Have you ever found yourself exhausted at the end of the day, but you haven't made a dent in your work? You aren't alone. Every day we are bombarded with distractions and pulled away from the important things we should do. In this interview Peter Bregman, author of 18 Minutes, discusses the biggest distraction that prevents us from being productive and what you can do to ensure you stay focused on the things that matter most.

Direct download: Be_More_Productive_Bregman.mp3
Category:podcasts -- posted at: 7:00am EDT





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