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RainToday.com's Podcast: Marketing & Selling Professional Services

One of the fastest ways to throw a sale off track is by starting an inappropriate conversation with a client. How do you prevent such conversations? Keep records on clients and prospects in a client relationship management (CRM) system, says David Taber, author of Salesforce.com Secrets of Success: Best Practices for Growth and Profitability. When that data is available to partners and associates, they can better communicate with clients and they can more easily hand off a client if they need to.

The challenge is deciding on the right system and implementing it. Listen as Taber explains why professional services firms should install a CRM system, the pros and cons of the different systems available, and tricks to get people at your firm to use it and make it part of the firm's business development culture.

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