Professional Services Marketing & Selling

If you want a CEO to consider you a trusted advisor, you have to approach the sale differently. You can't be simply a salesperson looking to sell something. You must instead work with the CEO to understand what's going on within the organization, explore the benefits and risks of a solution, and develop a change management plan, according to sales expert Adrian Davis.

There's a myth that you can hire a great salesperson and on day one they'll be able to bring in millions of dollars of revenue. The truth is companies need a process to bring new-hire salespeople up to speed so that they can begin generating revenue. Listen as sales management strategist Lee Salz explains how to get started with an onboarding program and the benefits companies can achieve as a result of having one.

You can have all of the passion and enthusiasm in the world, but unless you really listen to your prospects and clients, selling will be a challenge. Pay attention to verbal and non-verbal cues to make sure you pursue appropriate prospects and that you know definitely what drives those buyers, sales sales strategist Dan Waldschmidt.

A difficult economy can mean the downfall for many businesses. But if your firm enters that atmosphere with a plan and a process, it can not only survive but succeed. Listen as performance management expert Sandy Blaha explains what such a plan looks like and the process she created to help businesses grow no matter what the economic climate.

Publishing a book is a challenging process, but the increased business and opportunities you get as a result are worth the effort. Listen as Stephanie Chandler, author of Booked Up! How to Write, Publish, and Promote a Book to Grow Your Business, discusses how publishing a book generates business revenue and how to get started writing your first book.