Download the “I Hate Selling!” eBook here...
“I hate selling!” is one of those phrases often heard across our industry from independent consultants, small business owners, seller-doers, senior executives at larger firms and lots of others who serve as part-time sales people. While they understand the role of sales in an organization and its importance to their firm, the reason so many “hate sales” is that they have no real idea how to be good at it… don’t understand the buying-selling process… or how to talk with sales prospects in a way that really connects with them.
“I Hate Selling!” – Part 1: Developing New Clients will help readers to understand that effective, professional selling follows a proven process, the end result of which is helping your clients to make smart buying decisions. The chapters in this eBook include:
- Why We Hate Sales
- Guidelines for Successful Selling
- Stop the Cold Calling
- The Buying-Selling Process
- 15 Tricks, Tips, and Techniques for Selling Success
- 6 Guidelines for Selling with Email
- Don’t Make These Mistakes on LinkedIn
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Our other eBooks include:
Ebook #8: Think Before You Act 6 Unique Ways to Be Strategic about Growing Your Business
Implementing marketing & sales activities without giving any real thought to what should be done, how it should be done and if it even aligns with the goals and needs of the firm is an all-too-common problem in our industry. Too often, we just do things to be able to say that we’re doing things! This eBook will help you to think about your business in ways you may not have before and, hopefully, help you to determine a clear direction that will drive your marketing & sales forward.
Ebook 7: Why Should I Choose You? How to Differentiate your Firm in a Crowded Marketplace
As the leader of a research firm, you have a virtually unlimited number of marketing strategies to choose from, but none more important than “differentiating your firm in the marketplace.” The trick is in finding the PODs – Points of Differentiation – that are right for your business.
Ebook 6: The Exhibitor’s Workbook
Our 6th eBook helps firms in the MR industry maximize their ROI from exhibiting at conferences by helping them with logistical preparation, pre-show marketing, “working the booth”, capturing sales leads and how to effectively follow-up.
Ebook 5: A Content Marketing Guidebook
Our 5th eBook helps firms in the MR industry understand what content marketing really is and its benefits to a MR firm. It explores the implementation process and how to integrate it with sales, how to effective promote content and the #1 secret to success.
Ebook 4: The Top 10 Tips for the Top 10 Marketing Tactics: 100 Killer Marketing & Sales Ideas from Seven Different Experts
Our latest e-book focuses on helping readers get the most out of their tactical execution… on making things happen to achieve results. Each chapter delivers 10 specific ideas/tips/how-tos on topics like content marketing, social media marketing, creating great presentations, building a sales team and more.
Ebook 3: 12 Reasons Why Your Marketing & Sales Might Not Be Working and What You Can Do About It
Our third e-book helps to address the results of ineffective marketing & sales… it looks at problems like a declining number of bids, feast-or-famine revenue, missed business opportunities, a lack of sales leads and an inability to articulate your competitive advantage… and shows you how to fix them.
Ebook 2: How to Build an Effective Business Development Structure
E-book #2 addresses the challenge of understanding the responsibilities of marketing and sales positions, deciding which kinds of positions are needed to help your firm achieve its revenue goals and managing them both effectively.
Ebook 1: The Fundamentals
Our first e-book helps to provide a basic understanding of what’s needed to successfully grow revenue in our industry. Its topics include creating a marketing & sales plan, how to set marketing strategy, selling for the non-sales rep and measuring marketing.
About this eBook
“Steve provides a quick, yet thoughtful read that provides lots of great tips on ways to be more effective selling with limited time and resources.”Chris Lee
Executive Vice President, US Medical, Schlesinger Qualitative
“No surprise this eBook is a fabulous resource. It not only accurately sets the stage as to why researchers might hate selling, but it provides the reader with very practical tips that are easy to implement and would work for everyone from large organizations to the independent researchers.”Caroline Volpe
President, Compass Market Research
“I loved it! You hit on so many items that we have been working on here: creating an honorable buyer-seller relationship; establishing trust; finding your customer’s “Pain Points”; qualifying opportunities by doing a little pre-call research; and of course Credibility and genuine interest that your clients succeed! Great Stuff!”Evan Tweed
Vice President, Sales, Quirk’s Marketing Research Media
“Kudos, Steve, for a terrific e-book chock full of useful insights, tips and tricks to energize the sales process for research professionals. I appreciate your clear, accessible, conversational style. This book has much to offer the newbie, as well as the decades-long practitioner! This e-book should be part of every research salesperson’s arsenal. Read it, internalize it, and act!”Laurie Tema-Lyn
Founder, Practical Imagination Enterprises
“Steve’s latest e-book, is his best yet. It delivers a ton of information and selling tips that anyone can use – whether you are already an experienced salesperson or a complete rookie. It is a quick read that gets right to the point, so you can quickly take away specific actions, including the how-to’s, that you can use right now to accelerate business growth.”Hope Felton-Miller
Co-Founder, Felton Willis