How To Sell Professional Services Today – Part 4

Описание: Constituting A Highly Effective Sales Team

One of the biggest challenges for mid-size service firms, when it comes to selling professional services, is that the same people who sell also deliver. These people are constantly torn between the need to develop new business and to satisfy current clients.

If they spend too much time prospecting for new clients, they are concerned current clients will migrate to other providers. If they don’t prospect for new clients, they won’t grow. So what do they do? How do they acquire new clients while also keeping current clients happy? It’s a real conundrum.

But the biggest challenge, when it comes to new business development, is figuring out who should sell. I’ve worked with numerous service firms who have tried to constitute sales teams that did not produce the desired results.

After working with dozens of mid-size professional service firms, I’ve arrived at a simple conclusion. If you want to grow, your top-most people must sell. This is crucial to unlocking your firm’s full potential for consistent growth. Let me share with you what I know works today.

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