This is the second of a two-part episode, I interview Tom McMakin, the co-author of the recent book, How Clients Buy.
In this book, he and co-author Doug Fletcher detail how and why the buying and selling of professional services differ from traditional consumer sales and even business-to-business sales in products.
While the book gives tangible and concrete steps for you to take for thinking through your sales process, it also speaks about leadership and how the steps you take to establish your sales brand are actually great steps for any leader.
In this Part 2, we walk through some of the issues considered in Part 1 and leadership insights you can gain from them.
To purchase a copy of How Clients Buy, click here.
For more information on the book, go to the authors’ website, by clicking here.
For more on Tom McMakin and his consulting company Profitable Ideas Exchange, click here.