Seller-Doer Workshop
Turn Strong Researchers into Stronger Revenue Generators
Practical Sales Training for Market Research Professionals Who Wear Two Hats
Virtually no one in Market Research choose this industry to be in sales. You chose it to solve problems, uncover insights and help clients make better decisions.
But if you want your firm to grow, it requires something more than doing good work. It requires that you consistently create opportunities, expand relationships and win business. And that’s the role of the ‘seller-doer”… those MR professionals who have also been tasked with selling.
Too often, though, seller-doers don’t want to sell, don’t like to sell and don’t know how to sell. So, rather than consistently dedicating a portion of their time to selling, you fall back into doing those things you’re most comfortable with – project work, client management, team leadership, etc. And the more of that you do, the less selling you do… taking you further and further away from achieving your revenue objectives.
If that describes you – even a little – then this workshop is for you.
Since 2019, more than 160 MR professionals have trusted the Seller-Doer Workshop™ to help them communicate more effectively with buyers, acquire new clients, maintain & grow existing accounts and create a system for repeatable success.
The Seller-Doer Workshop begins August 7th, but the Early Bird Discount (SAVE $100) ends July 10th. Reserve your spot when you CLICK HERE.
What This Workshop Helps You Do
You’ll ‘graduate’ from the Seller-Doer Workshop™ with new skills, new tools and a new understanding of sales, all designed to help you generate revenue from new and existing clients. This isn’t generic sales training. It’s a practical, MR-specific program the covers the following topics…
- Professional sales for non-salespeople: it’s a noble undertaking when you understand what it’s really all about
- The language of selling: how to speak in a way that really connects with buyers
- Strategies & tactics for acquiring new clients: stop pitching and start helping
- Maintaining & growing existing clients: this is the forgotten key to success
- How to create your own, personalized sales plan: salespeople don’t plan to fail, they fail to plan
Built Specifically for the Market Research Industry
Most sales training programs are generic… created to try to appeal to as many different types of participants as possible. Not the Seller-Doer Workshop™. This workshop was purpose-built for the realities of Market Research:
- Long, relationship-driven sales cycles
- Complex sales processes involving presentations and proposals
- Procurement challenges & buying committees
- Feast-or-famine revenue cycles
- Client ‘churn’ you didn’t anticipate
- Competing against new technology and DIY tools
We understand what you’re dealing with… so there’s no generic theory here. Just practical tools that fit how your business actually works and how your buyers buy.
The Seller-Doer Workshop begins August 7th, but the Early Bird Discount (SAVE $100) ends July 10th. Reserve your spot when you CLICK HERE.
Who Should Attend
The Seller-Doer Workshop™ was developed for:
- Owners & Presidents of smaller firms
- Independent Consultants
- Managing Directors and Senior Leaders
- Practice and Account Leads
- Any research professional with the added responsibility of revenue growth
Designed for Busy Professionals
We know that you don’t have time for long, drawn-out training programs. The Seller-Doer Workshop™ is structured to be practical and manageable:
- Four live online sessions, each about 2-hours long
- Focused, practical, high-impact content
- Hands-on assignments between sessions (where you apply what you learned to your specific selling situation)
- A Workbook (that we provide) which serves as a place to take notes during the sessions and a place to do your ‘homework.’
No travel. No wasted time. No fluff. You can put what you learn to work the very next day.
What Participants Are Saying
Here are the post-workshop survey results from our August 2025 cohort:
⭐ Overall Rating: 4.75 / 5
⭐ Presenter Knowledge: 4.88 / 5
⭐ 88% said it exceeded expectations
Need more proof? Check out the client testimonials below…
Led by Steve Henke
This workshop is led by Steve Henke, who has spent more than 20 years in the insights industry and the past 7 years helping develop seller-doers.
Unlike general sales trainers, Steve focuses specifically on the insights industry, bringing a deep understanding of:
- How research firms win business
- The challenges seller-doers face
- What actually works in this space
Before starting Harpeth Marketing in 2012, Steve was President of 20|20 Research for six years, tripling revenues during his time there. His background includes sales & marketing staff and management positions in several industries. In addition, he has started & managed multiple sales teams and built & delivered sales training programs to salespeople across the country. Steve is also a highly-regarded presenter in our industry, having spoken at numerous events hosted by the Insights Association, Greenbook, Quirk’s, ESOMAR and QRCA. He is also the most prolific writer about sales & marketing in our industry, having authored nearly 600 articles and a dozen eBooks.
Workshop Details
- Format: Live Online
- Schedule: 4 consecutive Fridays; 2-2½ hours each session
- Investment: $695 (after Early Bird Discount ends)
The Seller-Doer Workshop begins August 7th, but the Early Bird Discount (SAVE $100) ends July 10th. Reserve your spot when you CLICK HERE.
A Final Thought
Market research firms don’t grow by accident.
They grow when people in the organization know how to create opportunities, build relationships, and communicate value.
If that’s a priority for your firm, the Seller-Doer Workshop™ can help.
What past participants had to say…
“The Seller-Doer Workshop is one of the best investments I’ve made for my business. Each weekly class offered clear, bite-sized bits I could immediately put into action. Steve reveals how to develop (and stick to!) a customized sales strategy for real measurable success. If you’re a market researcher looking for a way into the Sales party, Steve has your ticket!”
Jennifer Dale, InsideHeads, LLC
“I was looking for a brush up on sales techniques and reminders of best practices and the Seller-Doer Workshop gave me just that, leaving me feeling more confident and equipped. The course content is targeted, relevant, and backed up by weekly homework assignments that keep you thinking about the learnings – and how to implement them – all week long. Can’t speak highly enough about the content, format, instructor and course overall!”
Katrina Noelle, KNow Research
“This was a great workshop. I could not have been happier. From the first session, I came away inspired and began implementing new ideas immediately. Each session hit an important topic and led to at least 5 ideas of how to do things better.”
William Callahan, Coax Insights Inc.
“Steve did an amazing job presenting the seller-doer course materials. It was full of information and suggestions for organizing your sales and marketing efforts. I liked it so much that I’m going to sign up a couple of my people for the next session.”
Dave Homer
ATP Canada Software & Services Ltd.
“If you are a leader or owner of a research and insight business, you need to sign up to Harpeth Marketing’s Seller-Doer Workshop. Steve is so knowledgeable and engaging and the chance to learn from and to network with peers is so valuable. Moreover, the advice, processes and wisdom in the workshops will drive the momentum and trajectory of your agency.”
Paul Griffiths
Client Advocates
“I brought my whole client-facing team to the workshop, to help both the ‘hunters’ and the ‘farmers’ elevate their game. It turned out to be a smart investment – lots of good processes and ideas to build the business!”
Jeff Goldstein, ACUPOLL
“The Seller-Doer course exceeded expectations. The 4 weeks/lessons were so well organized and I learned so much each week. Steve was such a great instructor and so personal, and I already miss the Friday classes. Thank you!”
Rachel Langer Abugov
Phase 5 Consulting Group
“The workshop exceeded my expectations. The practical guidelines and real-life examples helped to drive things home. I’ve already implemented changes based on what I’ve learned, resulting in more impactful client conversations and closed deals!”
Melissa Usseglio
RTi Research
“I really enjoyed the Seller-Doer workshop! Steve provided us with tools and knowledge that will allow us to confidently navigate selling in the market research industry, all whilst ensuring the workshop was fun and engaging. I would highly recommend participating in this workshop.”
Rebecca Perrott
Neural Sense
“Steve Henke’s Seller-Doer Workshop provides an up-to-date overview of current selling techniques. As a Doer more than a Seller, the course provided a method of how to incorporate selling techniques into my workweek that were practical and within my comfort zone.”
Jerry Arbittier
AOPS
“Steve was engaging, without the typical “sales guy” personality. He provided specific examples, templates for tools to use, and most importantly, ways to hold yourself accountable so you don’t always push selling to the bottom of your to-do list. Very motivational.”
Jennifer Murphy
Decision Analyst
“Thank you Steve for providing a well thought out program and for presenting effective solutions that build upon our existing strengths and provide ideas for continuous improvement on our sales efforts. At the end of the workshop I emerged energized and ready to ramp up our sales efforts with deepened skills. The training was expertly delivered and you kept everyone engaged and even entertained while learning.”
Amy Siadak
House of Marketing Research
“I highly recommend this course to any seller-doer. It gave me a holistic understanding of the sales process from growing existing customer revenue to expanding your client base. It also provides a step by step process for developing your own personal sales plan.”
Rob Riester
Peel Research Partners, Inc.
“Overall I thought this workshop was highly beneficial and sparked a lot of great ideas for implementing the strategies we learned. Steve was an excellent teacher who delivered clear and relatable information. Would highly recommend this course to anyone who is looking to boost their confidence in sales and relationship building! Thanks again Steve :)”
Lindsay Greene, ATP Canada
“Steve’s knowledge of selling across the board is readily apparent, and he communicates this information clearly and patiently. The workshop materials alone are an incredible benefit. I learned a lot and, perhaps more importantly, my philosophy about sales has been transformed. I truly think that anybody in the supplier or consultancy space would be well-served to take this class.”
Mindy Richards
Convergence Consulting
“Steve brings up the point early on that any activity breeds progress, and just participating in the seminar kickstarted my business development efforts. The seminar is very focused on action and opening up the black box that for us sellers and doers is sales. As a result of attending, I am no longer as overwhelmed and mystified of the whole business development thing and taking clear steps forward.”
Ted Kendall
TripleScoop Premium Market Research
“Steve’s seller/doer workshop is a very quick way to collect a lot of learning around the selling process and how to make a consistent sales effort. I now use it as a constant reminder to keep up the sales effort.”
Chris Hauck
Lynx Research Consulting
“The sessions were well organized, in depth and provided a platform for creating a better sales mentality for those with multiple responsibilities.”
Brad Larson
Ironwood Insights Group, LLC
“This is a highly-focused virtual “boot-camp” to get those who aren’t comfortable selling to put themselves in a healthy selling mind-set.”
Jeff Walkowski
QualCore.com Inc.
“I highly recommended this workshop for sales professionals at any stage. Whether you’re new to sales or experienced who want to build confidence and create a stronger, more structured sales funnel.”
Shailesh Patel, Global Survey Solutions Pvt. Ltd.
“This workshop is unique. There is no other sales workshop oriented to people working in this field. Steve really understands all our challenges. I am very happy because it’s encouraging me to start doing things in a different way and give more structure to my sales plan.”
Maria Parra
Ingenium Research
“Steve’s experience as a salesperson and trainer of research professionals really shines through – I feel like he was speaking my language!”
Beth Lutz, ACUPOLL
“MR sales is a tough proposition. It’s not like there’s a physical product that you can see, touch, and feel. Steve’s approach is all about listening to clients and hearing what their problems, issues, and/or pain points are. It’s up to us to find creative solutions in an approach that isn’t “salesy” because nobody wants to be sold to. I’ve incorporated the things I learned and am already having more success than prior to attending the training.”
Blake Puckett
Decision Analyst
“Even as a dedicated salesperson, this workshop gave me a lot to sit down and think about. My colleagues and I have a lot of action items stemming from our conversations about the workshop and the homework items, and we’re excited to take these next steps, further our relationships with both new and current clients, and ultimately win more business!”
Devin Holland
Science and Medicine Group
“Knowing Steve, I had high expectations going into the workshop… so the fact that the Seller-Doer workshop exceeded my expectations really says something!”
Matt O’Mara
Cranbrook Search
“Thanks so much! I am very glad I joined and look forward to utilizing this knowledge myself and sharing some of it with my team. The information is fantastic! I completely believe that if I utilize these skills, I can increase our revenue and my relationships.”
Liz Granahan
SyncScript
“Loved the Seller-Doer workshop. It balanced knowledge and reminders with actionable to-do’s to allow me to improve my sales processes right away. Highly recommend.”
Mira Lares
Lares Consulting Group
“Steve has such an extensive and well-aligned background for the Seller-Doer workshop. From his knowledge base to his total grasp of what the world of being a seller-doer is really like, it’s extremely simple to relate to and engage with.”
Mike York, SMARI
“The Seller Doer workshop is soup to nuts for researchers. It is a customized experience to uniquely meet our needs.”
Marta Villanueva
NuThinking, Inc.
“Insightful, engaging, and highly recommended regardless of your sales experience!”
George Brown, ACUPOLL
“Steve really knows what he’s talking about and is a great resource for researchers who find themselves needing to sell.”
Jessica Broome, Southpaw Insights
“A valuable guide to developing a sales and marketing program for those selling marketing research services.”
Philip Harriau, Caney Group
“I like Steve’s approach to goal planning and breaking it down into small numbers. It’s eye opening to see how a small increase in activity can have a substantial impact on revenue. You don’t have completely rearrange your daily routine. Just do the small things everyday.”
Chris Work, Stray Dog Communications
The Seller-Doer Workshop begins August 7th, but the Early Bird Discount (SAVE $100) ends July 10th. Reserve your spot when you CLICK HERE.