6 Business Development Tips for Professional Services
By Bob Croston

business development tips

When it comes to business development for professional services, one of the biggest challenges professionals face is finding time to do it all. After all, you don't sell full-time. Your work, whether it's consulting, accounting, or engineering, is what you do full-time. And that makes it very difficult to find time to create and develop the relationships necessary to bring in new business.

There simply are not enough hours in the day to do it all.

As a result, business development activities are unplanned and inconsistent, which leads to limited touches and prospects slipping through the cracks due to lack of follow-up.

While I cannot create more hours in the day, I can give you some business development tips that will help you become more effective with the balancing act of selling and doing.

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Podcast: How to Negotiate Sales Like a Pro
By Erica Stritch

sales podcast

Sales negotiation can be a nerve-wracking process. Without the right knowledge or tools at your disposal, getting to the best agreement can be elusive.

In this podcast, RAIN Group's President Mike Schultz discusses how to overcome your fears, gain confidence, and leave behind some common misconceptions about sales negotiation.

Click through to read a summary and listen to the full sales podcast...

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7 Price Objections and What's Behind Them
By Mike Schultz

price objection

Money and budget issues are tricky, and they are almost never what they first appear.

When buyers say some version of "Money is going to be a problem," they often mean something else. The following are 7 common price objections we hear and what buyers are really thinking when they say them...

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SlideShare: Common Sales Negotiation Mistakes to Avoid
By Erica Stritch

sales negotiation

Last month we released a complimentary white paper, 5 Common Sales Negotiation Mistakes.

In this new SlideShare presentation, RAIN Group Presidents Mike Schultz and John Doerr highlight the 5 common pieces of advice that cause sellers to say and do the wrong things in negotiations, resulting in alienated buyers, damaged relationships, and lost deals.

Click here to view the SlideShare now.

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Curious How to Win More Sales?
By Mike Schultz

curiosity

One of the major findings of our research on What Sales Winners Do Differently is that today's sales winners don't just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling, and it gives them the winning edge.

It's difficult to harness the power of ideas, however, if you, you know, don't like ideas.

Perhaps that's a bit simplistic, but the point is valid. Some people love to read. They are Harvard Business Review junkies. They watch webinars and seek out the newest research. They enjoy noodling over the 'next thing' on the horizon.

These people like ideas. They like knowing. Their natural curiosity helps them.

 

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