Business Development & Sales

Pricing in the marketing, advertising, and PR industry: How do you compare? The bedrock of competitive analysis includes having a solid grasp of competitor sales and marketing practices - especially the fee structures, discounting guidelines, pricing approaches, and overall pricing models that can spell the difference between champion players and the also-rans. With the Fees and Pricing Benchmark Report, you will learn exactly what the pricing landscape looks like in the marketing, advertising, and PR field. Read More

Pricing in the architecture, engineering, and construction industry: How do you compare? The bedrock of competitive analysis includes having a solid grasp of competitor sales and marketing practices - especially the fee structures, discounting guidelines, pricing approaches, and overall pricing models that can spell the difference between champion players and the also-rans. With the Fees and Pricing Benchmark Report, you will learn exactly what the pricing landscape looks like in the architecture, engineering, and construction field. Read More

Pricing in the consulting industry: How do you compare? The bedrock of competitive analysis includes having a solid grasp of competitor sales and marketing practices - especially the fee structures, discounting guidelines, pricing approaches, and overall pricing models that can spell the difference between champion players and the also-rans. With the Fees and Pricing Benchmark Report, you will learn exactly what the pricing landscape looks like in the consulting field. Read More

How do prospective clients identify, evaluate, trust, and eventually decide to hire you? Having purchased $1.6 Billion in professional services, nearly 200 buyers reveal their hiring behaviors and attitudes. It’s time - get inside your clients’ heads! Report features 170 pages of easy-to-read content, 70 charts and tables, 105 direct quotes from buyers, and expert commentary and analysis from services marketing professionals. Read More

Are you struggling to crack into corporate accounts? In this audio recording of the teleseminar, Selling to Big Companies: How To Secure Your First Meeting, sales expert Jill Konrath discusses how to create powerful value propositions, position yourself as a trusted advisor, leave prospect-enticing voicemail messages, get your foot in the door at big companies, and more. Read More

As a service firm leader, you need to make decisions about marketing, lead generation, and business development that will shape the future growth and success of your firm. What's Working In Lead Generation will help you develop your lead generation strategy and decide how to spend your time, energy, and money for the best marketing ROI in B2B Professional Services. Read More

Many service firm leaders and rainmakers avoid cold calling like the plague, but the truth is, when used correctly, cold calling to set meetings can be very successful. Through an in-depth interview with veteran services cold-caller Sandy O’Dell, cold- and warm-calling formulas and tips, a cold calling checklist, and seven on-point articles, this e-guide will provide you with the motivation to make your cold calls and set meetings with prospects. Read More

Many service firm gurus and marketers say cold calling does not work - it's inconceivable, even, that you would give it a second thought. But cold calling can be successful, when done correctly. In this audio recording of the teleseminar, Cold Calling For Professional Services, Wendy Weiss, The Queen of Cold Calling discusses how to overcome the fear of cold calling, the three keys to being comfortable prospecting by telephone, common mistakes to avoid, and more. Read More

Led by Sandy O'Dell, head of the Wellesley Hills Group's lead generation practice, this 50-minute webinar will help you gain a fresh perspective toward cold-call selling and get ready to start your own calling efforts to grow your business. Sandy draws upon her 25 years of lead generation experience to provide the motivation, tools, and instruction you need to get started in cold-call selling... the right way. Read More