Content tagged with "sales"
This book is kind of the benchmark, I think, for books on negotiating. It was written by three Harvard professors who collectively chair some foundation or think tank about negotiating. And not just business negotiating – many of their examples come from the United Nations, and represent nations…
Really great overview of selling and marketing professional services. I don’t know that there’s much new here, but the authors do have a seven-step model that might help a lot of people clarify their marketing efforts/plans. In the end, the book is an endorsement of network effects – know more…
At best, this book introduced me to the idea of using a whiteboard as a sales tool. However, its grand vision as a whiteboard as a universal presentation tool is a bit flawed because I will often sell in a room with no whiteboard, and my penmanship is awful. Still, it was an interesting look at a…
A remarkable book about how to take the power back in the professional services relationship. Instead of chasing after clients, make them chase after you. The book is 12 principles, from “We Will Specialize” to “We Will Hold Our Heads High.” The book is a rejection of the love of creative work as a…
