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The Seven Elements of Business Development for Professional Services
In this second in a series of interviews, Andi Baldwin of Profitable Ideas Exchange interviews "How Clients Buy" co-authors, Tom McMakin and Doug Fletcher,...
The Lost Art of the Cold Call
In an age when computers are ubiquitous, it is easy to want to automate the selling of expert services. Software can have its place, but nothing replaces...
On Making Friends Across the Organization
John Nord refers to the process of selling across an organization as "farming." It's a term that connotes stewardship and sustainability.
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