Develop an Army of Rainmakers - Top Performers Who Drive Robust Revenue Growth

The challenge

Selling professional services presents a unique set of challenges. It can be a long sales process that requires persistent follow up, prospect and client education, high dollar investments, and multiple decision makers. And, your services can be difficult to describe, difficult to understand, and sometimes prospects don’t even know they need it.

You need individuals at your organization to not only be knowledgeable about your solutions and able to describe them in a compelling way, they need to lead masterful sales conversations where they uncover the full set of prospect needs and craft custom solutions to meet those needs. They need to be able to move the prospect along the sales pipeline. They need to be able to close the deal at the right time. They need to maintain a full pipeline and grow current accounts.

You need individuals in your organization to be rainmakers – top performers who drive robust growth in selling your services.

The solution

Having someone at your side who is an expert in selling services can be the most significant factor in your business development success. Structured conversations with your coach take place regularly to review activities, discuss specific business development situations, review your planned actions for the upcoming month, and hone your skills.

Coaches will hold your business development team accountable and make sure they are doing all they need to to not only meet, but exceed your targets and goals.

The benefits

• Improve your skills and knowledge
• Increase cross-sell and up-sell opportunities
• Have a resource that can provide advice and feedback about specific business development situations
• Get help to build your growth strategy and plan
• Set expectations regarding what to do to succeed
• Receive expert feedback regularly
• Discover and maintain your motivation
• Be accountable for your actions and goals
  
  

John Doerr is a world-renowned expert in selling professional services. He is co-author of Professional Services Marketing and Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation. John has been senior vice president of sales of a $300 million professional services firm and consultant to rainmakers around the globe.

Mike Schultz consults with professionals across service areas on building their practices. He is co-author of Professional Services Marketing, co-author of the forthcoming Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation, the leader of the Services Marketing Blog, and the publisher of RainToday.com.

Robert Croston consults with education, technology, financial, and other professional services providers in the areas of branding, marketing, and business development. Bob's experience includes twelve years as a vice president at the world's largest advertising agency, and close to a decade as president of his own 20-person firm where he was the primary business developer.

Can Wellesley Hills Group help individuals in your organization become top-performing rainmakers?

Give us a call 508-626-9991, send us an email, or fill out our contact form to learn how you can improve business development performance and develop an army of rainmakers at your organization.