The New Rules of Selling
Consulting Services in 2011
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In the old days...

  • Repeat business and referrals were enough to drive consulting firm growth.
  • There were very few consultants who did exactly what you do.
  • LinkedIn, Twitter, Facebook, webinars, blogs… didn’t even exist.
  • Providing great service and results led to more business and new business.
  • ‘Sales’ was a dirty word. You didn’t need to do much selling to win clients.
  • Practices were packed with business. (Think back before 2007.)

Then...

  • Practices were scrambling to survive. Clients were going out of business or cutting back. Price pressure was rampant. (This is in the “new” old days. Think March 2009.)

Add it all together: The economy ups and downs and ups, changes in buyer behavior, the web, social media, sales enablement tools, and increased competition have transformed how and why clients buy.

In this ebook, Mike Schultz, Publisher of RainToday and President of RAIN Group, will reveal the new rules of selling consulting services and explain how you must transform the way you sell in 2011 so you can help buyers buy from you.