Tag Archives | business development

Video: Your Best New Client Is Looking For You

Are You Giving Them A Reason To Find You In The Digital Ecosystem? Many leaders of small to medium-sized professional service firms believe there are hundreds, thousands or maybe even hundreds of thousands of great new prospective clients out there.  But these service firm leaders often struggle to find the prospects and pull them into […]

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Video: Give Away Your Best Ideas

Lessons Learned From Benjamin Franklin  Benjamin Franklin gave away some of his best inventions and ideas. He published them in his newsletters for free. They were distributed to most of New England. While other people were attempting to commercialize and control intellectual property through patents, Franklin openly shared his ideas with everyone. We all know […]

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Video: Three Tech Tools You Need Now

I believe the B2B world is about people connecting with people. I often say there is only one business. There has only ever been one business. There will only ever be one business. The people business. As B2B people, we already know this. That being said, people are connecting with each other and with ideas […]

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The Marketing Legacy of Dr. Robert Ross

Dr. Robert Ross, one of the great marketing characters of our time passed away this week at 92.  Dr Ross (nee Rosen) was a self-made man, a showman, a huckster and a visionary who took on the medical establishment… and won. I had the opportunity to work with him on the launch of Ross University […]

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Marketing Success: When Buyers Self-Select

I enjoyed speaking on the Focus Roundtable a few weeks ago  on the topic of sales and marketing alignment, along with Dan McDade of PointClear, Tim Sullivan of Sales Performance International, and Karen Hayward of Centerbeam. You can listen to the recording of the event here. On the panel, we all agreed that Sales and […]

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Love Your Vendors, Get Tough with Your Clients

I recently heard this advice from an experienced business consultant: instead of loving your clients and being tough on your vendors, it’s time to love your vendors and get tough on your clients. His rule-of-thumb is contrary to conventional wisdom; I was intrigued and asked him to elaborate. It is the conventional wisdom for us […]

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Investments in Automated Lead Management Tools Pay Off

As we’ve mentioned here on the Services Marketing Blog before, between 40% to 80% of leads are dropped. For over a decade now it’s been within reach of services firms to automate lead flow to make sure leads don’t leak out of the pipeline. But in the last few years, the lead management automation tools […]

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