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Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 1119683785
Category : Business & Economics
Languages : en
Pages : 265
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Book Description
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 1119683785
Category : Business & Economics
Languages : en
Pages : 265
Get Book Here
Book Description
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 111943470X
Category : Business & Economics
Languages : en
Pages : 279
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Book Description
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Author: Mark Foreman
Publisher: David C Cook
ISBN: 1434708977
Category : Family & Relationships
Languages : en
Pages : 306
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Book Description
The question Mark and Jan Foreman are most often asked is: How did you raise your kids? Never Say No takes you on a personal journey to learn first-hand how they raised Jon and Tim of Switchfoot. They share practical advice for instilling wonder in a media-saturated culture, cultivating specific gifts, and balancing structure with individual choice. Our purpose as parents is the same as our child’s: to live creatively beyond ourselves, bringing the love, beauty and nature of God to this world. Let the adventure begin.
Author: Ann Angel
Publisher: Candlewick Press
ISBN: 0763677078
Category : Young Adult Fiction
Languages : en
Pages : 320
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Book Description
Fifteen top young-adult authors let us in on provocative secrets in a fascinating collection that will have readers talking. A baby no one knows about. A dangerous hidden identity. Off-limits hookups. A parent whose problems your friends won’t understand. Everyone keeps secrets—from themselves, from their families, from their friends—and secrets have a habit of shaping the lives around them. Acclaimed author Ann Angel brings together some of today’s most gifted YA authors to explore, in a variety of genres, the nature of secrets: Do they make you stronger or weaker? Do they alter your world when revealed? Do they divide your life into what you’ll tell and what you won’t? The one thing these diverse stories share is a glimpse into the secret self we all keep hidden. With stories by: Ann Angel Kerry Cohen Louise Hawes Varian Johnson erica l. kaufman Ron Koertge E. M. Kokie Chris Lynch Kekla Magoon Zoë Marriott Katy Moran J. L. Powers Mary Ann Rodman Cynthia Leitich Smith Ellen Wittlinger
Author: Sheila O'Flanagan
Publisher: Headline
ISBN: 1472256107
Category : Fiction
Languages : en
Pages : 411
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Book Description
Sheila O'Flanagan's unputdownable bestseller THINGS WE NEVER SAY is a must-read for fans of Jamie Beck and Liane Moriarty. The things we never say: A daughter doesn't say how she feels about the past... A husband is afraid to say that selling the house his wife loves is the only option... A woman hasn't said that even though they live thousands of miles apart, this man is always on her mind... If those things were said, the results could be life-changing. As Abbey - and a whole family she knew nothing of - are about to find out in this warm-hearted, thought-provoking and touching novel.
Author: Will Hobbs
Publisher: Harper Collins
ISBN: 0062223844
Category : Juvenile Fiction
Languages : en
Pages : 122
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Book Description
In this fast-paced adventure story set in the Canadian arctic, fifteen-year-old Inuit hunter Nick Thrasher comes face-to-face with a fearsome creature on a routine caribou hunt gone wrong. Part grizzly, part polar bear, this environmental mutant has been pegged the “grolar bear” by wildlife experts. Nick may have escaped this time, but it won’t be his last encounter. Then Nick’s estranged half-brother, Ryan, offers to take him on a rafting trip down a remote part of the Firth River. But when disaster strikes, the two narrowly evade death. They’re left stranded without supplies—and then the grolar bear appears. Will Hobbs brings his singular style to this suspenseful story about two brothers fighting for survival against the unpredictable—and sometimes deadly—whims of nature.
Author: Justine Manzano
Publisher: Sword and Silk Books
ISBN: 1736430009
Category : Young Adult Fiction
Languages : en
Pages : 312
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Book Description
NEVER SAY NEVER is a hilarious, magical, and ultimately relatable story that carries readers though a fantastical premise to a satisfying conclusion. ~Sarah Baer for IndieReader After she walks in on her mom doing the horizontal mambo with a man that's decidedly not her dad, Brynn Stark swears to NEVER fall in love. One of her friends--Val-- reveals her true identity--Aphrodite, goddess of love, and promises to show Brynn why she shouldn't lose faith. But when Brynn realizes she's beginning to fall for Adam, Aphrodite's boyfriend, Brynn's forced to decide if she'll choose her goddess-given fate, or risk it all for the wrong-but-right guy. One thing's for sure. Love sucks. And it's all about to blow up in their faces.
Author: Tracey Corderoy
Publisher: Alison Green Books
ISBN: 9781407115580
Category : Children's stories
Languages : en
Pages : 32
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Book Description
The little princess wants everything NOW, or else - she'll CRY! But what happens when she wants her very own dragon? It's time for a whole river of tears ... With beautiful, fresh illustrations and a laugh-out-loud text, this is a glorious tale of adventure, friendship and finally learning to say please.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Bill Wallace
Publisher:
ISBN: 9780823410132
Category : Alcoholism
Languages : en
Pages : 0
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Book Description
Angry when they are excluded from the soccer team, sixth grader Justine and the rest of the school misfits form their own team and begin training with a coach who drinks heavily but gives them a special gift.
