Professional services leaders face all types of challenges on their way to growing revenue. Marketing, business development, strategy development, you name it. There’s no cookie-cutter growth strategy. One size certainly does not fit all.

But on the road to strategy development and revenue growth, there are areas that all B2B professional services firms should [...]

The only perception that matters is the customers’.

Price is the single worst point of differentiation for any organization in any industry. One of the great things about being a marketer is that I tend to walk around with a ‘marketer’s mindset’, looking at nearly everything through the eyes of marketing. Yes, I know, that’s limited, [...]

As an entrepreneur who mentors and teaches young people, I hear lots of business plans and new product ideas.  Nearly all of them are exciting, full of passion and believable.

And initially, nearly all of them are simpler than the entrepreneur thinks.  Their description of their idea Is often wordy, meandering, at once incomplete but contains [...]

By now you’ve probably heard about the new online learning program, Selling Consulting Services with RAIN Selling that launched just a few weeks ago.

The time has come, and enrollment for the program ends today! This is your last chance to join the program at our incredible charter member deal (see details below).

Over the course of [...]

Every once in awhile, someone comes along and instead of just adding to the existing industry or category — they literally change it.

In fact, they change the entire game.  They re-invent the way we think.  They create a want or need where we hadn’t even imagined one to be.  They spark spin off products [...]

Recently, I’ve been having more conversations with marketers about lead scoring and how they can use it as a part of the overall lead qualification and nurturing process.

So, what is lead scoring anyway?
Here’s how I see it. Lead scoring helps quantify the value of a lead based on: the profile of [...]

Adding a PDF, such as a brochure, white paper, or e-book, to a B2B Website makes sense: PDFs are relatively easy to download, they keep highly graphical information intact, and instead of coding a new page of content, you simply link to the file.

PDFs, however, do have a few disadvantages. They’re harder to optimize than [...]

In this video I interview Chris Garrett, co-author of the book ProBlogger. Here Chris provides great advice to helps businesses achieve value with social media.

Chris shares the best way to approach Twitter and how to avoid the biggest mistakes people make. He also highlights the importance of attraction, retention and conversion for your business blog.  [...]