Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships

  • 10h 14m 56s
  • Jacob Parks, Tom McMakin
  • Gildan Media
  • 2020

Never Say Sell 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 into how key rainmakers at firms like Accenture and IBM 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 audiobook 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.

In this Audiobook

  • Chapter 1 - From Foothold to Footprint
  • Chapter 2 - Learning to Farm
  • Chapter 3 - The Diamond of Opportunity
  • Chapter 4 - The Challenge of Knowing Too Much about the Wrong Thing
  • Chapter 5 - The Challenge of Complex Organizations
  • Chapter 6 - The Challenge of Serving Complex Networks
  • Chapter 7 - The Challenge of Introducing Your Colleagues
  • Chapter 8 - The Challenge of Scale
  • Chapter 9 - Know Thyself
  • Chapter 10 - Know Thy Client
  • Chapter 11 - The Secrets of Diamond Account Planning
  • Chapter 12 - Discipline 1: Do Good Work
  • Chapter 13 - Discipline 2: Be a Good Friend
  • Chapter 14 - Discipline 3: Leverage Your Team
  • Chapter 15 - Discipline 4: Incent Good Work
  • Chapter 16 - Discipline 5: Listen
  • Chapter 17 - Discipline 6: Tell Great Stories
  • Chapter 18 - Discipline 7: Master the Art of the Ask
  • Chapter 19 - The Power of Peers
  • Chapter 20 - The Power of Routers
  • Chapter 21 - The Power of Technology
  • Chapter 22 - The Power of Experience and Insight