Raintoday's Sales Tips & Techniques Podcast



The RainToday Podcast Series


  • Economy Recovering: What Firms Must Do Now

    21/04/2010 Duración: 18min

    Mike Schultz, President of Wellesley Hills Group, talks about the state of the professional services market and what leaders must do to navigate their firms through the recovering economy.

  • How a Strong Brand Helped Accenture Withstand the Tiger Woods Scandal

    14/04/2010 Duración: 20min

    Teresa Poggenpohl, Executive Director of Advertising and Brand Management at Accenture, explains how Accenture built its strong brand, how it handled the Tiger Woods incident, and what firms of all sizes must do to build a strong brand.

  • Turn Your Firm into a High-Performance Machine

    07/04/2010 Duración: 17min

    If your firm isn't performing at high levels, it may need an alignment. Start with your vision and then determine if your culture matches your vision, if your strategies advance your vision, and if your client experience advance those strategies. Only when all of those are working in concert will your firm achieve high performance levels, says Joe Calloway in this interview with RainToday Publisher Mike Schultz.

  • Client Objections: No Doesn't Have to Mean No

    31/03/2010 Duración: 14min

    Believe it or not, it's often a good thing when a client or prospect voices objections. It gives you an opportunity to ask questions and understand what the true issue is. Then you can explain and perhaps offer another solution and get them to say yes. As John Doerr, founder of RainToday.com, explains in this interview, no doesn't have to mean no.

  • The Best Path to Profitability for Professional Services Firms

    24/03/2010 Duración: 22min

    Acquiring new clients doesn't necessarily lead to profitability. Often it's better to sell new services to existing clients than it is to sell existing services to new clients. But getting clients to buy additional services means signing on ideal clients who believe you offer great value. Listen as Randy Shattuck, senior marketing executive and founder of The Shattuck Group, explains the importance of building your value proposition and your brand and what you must do to attract ideal clients.

  • Why Clients Leave and What You Can Do About It

    17/03/2010 Duración: 13min

    Because a client bought from you once, it doesn't mean they will continue to buy from you. You must nurture that relationship and build trust. Listen as Colleen Francis, President of Engage Selling Solutions, explains the two essential pieces of a client retention strategy, the most common reason why clients leave, and the best thing you can do right now to start successful relationships with clients.

  • So, You Want to Become a Thought Leader?

    10/03/2010 Duración: 18min

    Listen as Tom Davenport, 13-time author of books such as Thinking for a Living and What's the Big Idea and Babson College professor, talks about the benefits of thought leadership, what it takes to become a leading expert, and how to set yourself apart from others trying to do the same thing.

  • Is the Traditional Website Dead?

    03/03/2010 Duración: 17min

    For professional services firms, blog websites work better than traditional websites for cultivating client relationships and selling services, says Ian Brodie, owner of The Rainmaker Academy.

  • Do You Have What it Takes to Compete?

    24/02/2010 Duración: 14min

    The competition for clients is fierce—even more so these days as a growing number of firms vie for fewer budget dollars. You need to differentiate yourself and give prospects a reason to choose you. How can you do that? With competitive analysis, say Sean Campbell and Scott Swigart, principals at Cascade Insights.

  • Using Case Studies to Build Trust and Facilitate Sales

    17/02/2010 Duración: 21min

    Case studies are fantastic tools to facilitate professional services sales, as well as share with the world client success stories. But like anything, their success requires following certain best practices. In this week's podcast, Casey Hibbard, founder and president of Compelling Cases and author of Stories that Sell, reveals some of the best practices of creating case studies and how to use them to build trust with prospects and win clients.

  • How Search Engine Marketing Can Improve the Sales Cycle

    10/02/2010 Duración: 15min

    Professional services firms traditionally have done business by developing relationships and networking. While that's still an important part of how you develop business, more and more people are turning to the Internet to find and research service providers. And firms that know how to take advantage of the power of the Internet and search engine marketing definitely have a leg up on the competition. Mike Cooch, founder and CEO of Everon Technology Services, explains in this week's podcast.

  • Get Prospects to Notice You: What Every Marketing Campaign Must Have

    03/02/2010 Duración: 17min

    You may not think it, but when you deal with your public—your prospects and clients—you're doing PR. You are developing relationships with them via traditional and social media. That's why it's important to include a PR strategy in your marketing campaign. Listen as Drew Gerber, CEO and founder of Publicity Results, discusses the types of media outlets professional services firms should reach out to, what's required for a good PR campaign, and the success firms can see as a result.

  • Want to Attract New Clients? Think Like a Publisher

    27/01/2010 Duración: 25min

    If traditional marketing methods no longer get clients' attention, then it's time to consider content marketing. You want to think like a publisher and create compelling information that's educational, not sales-related. Listen as Joe Pulizzi, founder and chief content officer of Junta42 and co-author of Get Content Get Customers, explains what content marketing is, describes how to develop a content marketing strategy, talks about how to measure content marketing efforts, and gives an example of a firm that is doing content marketing right.

  • The Number 1 Sales Mistake People Make

    20/01/2010 Duración: 17min

    When selling professional services, you're bound to make a mistake at some point in your career. The biggest mistake, however, is selecting or going after poor prospects, says Dan Seidman, sales coach and author of Sales Autopsy. Listen as Dan talks about how to find the perfect client, explains the importance of the "dairy queen", and shares some sales horror stories.

  • Don't Let Bad Presentation Skills Cost You Clients

    13/01/2010 Duración: 14min

    It doesn't matter if you're giving a keynote, talking in a meeting, proposing ideas to a client, or talking one-on-one with someone, you must have good presentation skills. Listen as Tim Wackel, founder and president of The Wackel Group, explains how good presentation skills help prospects and clients trust you, outlines the two-step process for giving good presentations, and reveals the worst thing he's seen happen as the result of a bad client presentation.

  • Firms Must Break Down Marketing and Business Development Silos

    06/01/2010 Duración: 16min

    Professional services firms must break down marketing and business development silos if they want to be effective and productive. They must shift from doing a craft to running a business, and that requires making cultural and structural changes. Listen as Suzanne Lowe, author of The Integration Imperative: Erasing Marketing and Business Development Silos – Once and For All – in Professional Service Firms, explains what executives must do to break down barriers and grow their firms.

  • Modern Marketing Strategies for Professional Services

    09/12/2009 Duración: 17min

    Traditional outbound marketing methods are becoming less and less effective. Society is tired of being marketed to, and people are better at blocking such things as email and cold calls. So, what's a marketer to do? Pull people toward you with inbound marketing tactics, says Brian Halligan, co-author of Inbound Marketing: Get Found Using Google, Social Media, and Blogs. Take advantage of the modern way in which people learn and shop.

  • How to Become a Marketing Success on Twitter

    02/12/2009 Duración: 16min

    Demonstrating your thought leadership is one of the best marketing techniques for service professionals, and Twitter has quickly become one of the tops platforms for doing so. It's a great way to do lightweight marketing, says Sarah Milstein, author of The Twitter Book, as well as to network with prospects and clients. Listen as Sarah reviews how to get started using Twitter, what you must do to get people following you, and the business benefit of using Twitter.

  • How a CRM System Can Improve Your Sales Efforts

    18/11/2009 Duración: 17min

    You can throw a sale off track is by starting an inappropriate conversation with a client. Prevent such conversations by keeping records on clients and prospects in a CRM system. Listen as David Taber, author of Salesforce.com Secrets of Success: Best Practices for Growth and Profitability, explains the benefits of various CRM systems, how to implement such systems, and tricks to getting people to use the systems.

  • Embrace New Emarketing Strategies or Lose Sales

    11/11/2009 Duración: 16min

    The B2B buying process has changed, and that means your marketing and sales tactics must also change. No longer can you simply say you're the leading provider. Buyers want you to prove it. Listen as Ardath Albee, author of eMarketing Strategies for the Complex Sale, explains why traditional sales prospecting and marketing methods no longer work and discusses tactics firms must use instead.

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