White Papers and Ebooks
Time and time again, we’ve seen professional service firm leaders throw money and resources at growing their firm, and fail because they don’t understand what will really drive revenue. If you want to grow your firm, you must first understand the five drivers of revenue growth, then analyze how they apply to your firm, and plan how improvements in each area will affect revenue growth.Download a complimentary copy of our Five Drivers of Revenue Growth for Professional Services white paper to learn more.
Making Lead Generation Work for Professional Services White Paper
Whether through lack of resources, poor strategy, lack of energy to implement plans, or lack of will, many professional services firms fail to make lead generation work for them. In the name of generating leads and improving brand, they spend and spend on the wrong tactics (or the right tactics implemented poorly) and get little in return.
Download a complimentary PDF of Making Lead Generation Work for Professional Services to learn how to generate qualified leads, convert those leads into new clients, and grow revenue for your firm.
Truth and Lies in Professional Services Marketing Ebook
Over the years we’ve seen bad advice—lies if you will—delivered with complete confidence and fanatical zeal to service firm marketers and leaders. While some concepts form a widely accepted paradigm in product marketing, in the world of professional services, they’re all lies.
Download a complimentary PDF of Truth and Lies in Professional Services Marketing to learn more about the common misconceptions and bad advice particularly widespread in professional services.
Mastering Rainmaking Conversations
Do you know how to lead sales conversations and meetings to get the results you desire?
This 30 page ebook, in PDF format, introduces and takes you through the principles of RAIN Selling, an easy to remember, easy to apply sales methodology designed specifically for professional service Rainmakers—the traditional name for those people who bring new clients and big fees into service firms.
This ebook will teach you how to:
- Sell as you serve: Begin the process of being a great service provider during the sales process
- Sell to need: Uncover the goals and challenges of your clients and prospects using a specific process
- Sell the value: Communicate the impact and value of your services to each client and prospect
- Plan for success: Set a development plan with specific goals and timeframes outlining how many clients you need to gain, how often, and for how much revenue and profit.
Download a complimentary PDF of Mastering Rainmaking Conversations to learn more about how to lead sales conversations.
What's Working in Lead Generation Executive Summary
As a service firm leader, you need to make decisions about marketing, lead generation, and business development that will shape the future growth and success of your firm. What's Working In Lead Generation will help you develop your lead generation strategy and choose which tactics will have the greatest impact on your ability to generate leads.
Download a complimentary PDF of What's Working in Lead Generation Executive Summary to learn 6 lead generation insights for 2007.
