Tom McMakin, Author at How Clients Buy

On Making Friends Across the Organization

Podcast

by Tom McMakin | Apr 29, 2017 | Podcast

Managing Director at PIE, John Nord has worked with top-tier IT consultants, strategy consultants, and the Big Four. I spoke to him recently about his success in selling across an organization. A native of Minnesota...

Shrink the Pond

Article

by Tom McMakin | Apr 28, 2017 | Article, Featured

I spoke with Jackie Kruger at CliftonLarsonAllen, this morning. Jackie runs marketing for the Minneapolis-based accounting firm. “I always tell my practice leads to ‘shrink the pond.” I love that phrase. Better to be a...

How Selling Expert Services is Like a Game of Baseball

Podcast

by Tom McMakin | Apr 27, 2017 | Podcast

Matt Ulrich loved living in the shadow of Wrigley Field. “With eighty-one home games, it always smelled like popcorn and hot dogs. I loved that. On game day, you’d hear the bucket boys playing five-gallon drums for...

Using Peer Forums to Develop Relationships

Podcast

by Tom McMakin | Apr 18, 2017 | Podcast

Jacob Parks has been helping expert service providers (consultants, attorneys, accountants) connect with potential customers for fifteen years as the chief operating officer of PIE. With a shock of brown hair, an easy...