Content tagged with "sales"

Getting to Yes: Negotiating Agreement Without Giving In
Book Review
June 12, 2014

“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…”

How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
Book Review
May 3, 2018

“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…”

Whiteboard Selling: Empowering Sales Through Visuals
Reading List
Book Review
May 19, 2018

“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 (1) I will often…”

The Win Without Pitching Manifesto
Reading List
Book Review
June 17, 2018

“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…”