Never Say Sell

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.

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.

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.

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.

*** From the acclaimed author of The Flight of Cornelia Blackwood *** Everyone can change their life. But what happens when it hides a secret that changes everything? In 1964, Maggie wakes to find herself in a mental asylum, with no idea who she is or how she got there. Remnants of memories swirl in her mind - a familiar song, a storm, a moment of violence. Slowly, she begins to piece together the past and the events which brought her to this point. In the present day, Jonathan is grieving after the loss of his father. A cold, distant man, he was not easy to love, but at least while he lived there was hope for reconciliation. Then a detective turns up on Jonathan's doorstep to question him about crimes he believes Jonathan's father may have committed long ago... As the two stories interweave, the devastating truth long kept hidden must emerge, and both Maggie and Jonathan are forced to come to terms with the consequences of the shocking and tragic events of over forty years ago. 'Passionate, intriguing and beautifully written... deserves to stand on the shelf next to Maggie O'Farrell's books. A powerful and talented new voice' Rachel Hore, bestselling author of The Love Child 'If you love Maggie O'Farrell, you will love this' Veronica Henry, bestselling author of The Long Weekend 'A brave and moving story about how much can be lost and what happens next' Alison Moore, author of Booker-shortlisted The Lighthouse

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

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.

WINNER OF THE 2022 HUGO AWARD FOR BEST RELATED WORK From Charlie Jane Anders, the award-winning author of novels such as All the Birds in the Sky and The City in the Middle of the Night, this is one of the most practical guides to storytelling that you will ever read. The world is on fire. So tell your story. Things are scary right now. We’re all being swept along by a tidal wave of history, and it’s easy to feel helpless. But we’re not helpless: we have minds, and imaginations, and the ability to visualize other worlds and valiant struggles. And writing can be an act of resistance that reminds us that other futures and other ways of living are possible. Full of memoir, personal anecdote, and insight about how to flourish during the present emergency, Never Say You Can’t Survive is the perfect manual for creativity in unprecedented times. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.

World War II; a Jewish child secretly hidden by a courageous French nun during the German Occupation. This gentle memoir speaks to the trauma of war in all its haunting twists and its poignant impact long after war's end.

Twenty years after her father's plane crashes in the jungles of Southeast Asia, Willy Jane Maitland is finally tracking his last moves. She recognizes the danger, but her search for the truth is the only thing that matters. Willy knows she can't proceed without the help of ex-army officer Guy Barnard, who knows the mysterious land well. But in a place where truth has many faces, she suspects even Guy has hidden motives. What she couldn't have prepared for are the shocking secrets and the undeniable attraction. "Gerritsen is tops in her genre." - USA TODAY