Archive for July, 2008
Topgrading for Sales: A Review
Friday, July 18th, 2008The folks at the Topgrading team (http://www.topgradingforsales.com/) kindly sent me a review copy of their latest book: Topgrading for Sales – so here’s the review.
A quick caveat: Topgrading focuses primarily on recruitment – and I’m far from an expert in that area. In fact, in my 15+ years working in consulting organisations I managed to [...]
Business Development for Accountants - is there Anybody Out There?
Monday, July 14th, 2008When I was compiling Rainmaker Resources I scoured the net for articles, blogs, podcasts and videos of value to business developers in professional services. Most of these resources are, of course, produced by consultants and advisors who aim to help professionals in these areas. I informally categorised the firms and individuals I found, with the intriguing [...]
Social Media and Professional Services Business Development
Monday, July 14th, 2008An excellent post by Matt Brazil caught my eye recently. It’s provocatively entitled Are Social Networks the Last Nail in the Coffin for Cold Calling?
Now, of course, the increased prevalance of social media (and Matt includes blogs, articles, podcasts, etc. in that group) aren’t going to completely kill off cold calling. But Matt’s point - based [...]
Back round the blogs…
Tuesday, July 8th, 2008My weekly look at sales blogs:
Colin Wilson is clearly mad. As a hatter. But they say the line between madness and genius is a fine one - and Colin seems to skip with abandon across that line. In amongst the ramblings on the Padstow Obby Oss festival and Robert de Boron’s octosyllabic verse you’ll find [...]
Rainmaker Resources | Links & Resources for Professional Services Partners, Business Developers and Marketers
Tuesday, July 8th, 2008I spend quite a bit of time scouring the net for high quality resources and information on business development and marketing for professional services. While they have a lot in common with product sales - particularly large, complex sales; there are also a number of unique factors which need to be taken into consideration when marketing [...]
Becoming a Trusted Advisor
Saturday, July 5th, 2008It’s the holy grail of Professional Services - to become a trusted advisor to your senior clients. To be viewed - and sought out - as a source of valued advice and support.
The benefits from a business development perspective are clear: the professional who is the first port of call for a client with a [...]
