Video
The Decline of Business Golf

The Decline of Business Golf

Playing golf at the country club used to be an effective way to cultivate business relationships. That’s no longer true. Globalization and specialization have made selling professional services more difficult. That’s because trust may be more important than ever, and building trust across distance is hard.

Press
Overcoming the Sales Stigma

Overcoming the Sales Stigma

There is a sales stigma among professional service providers. In “Why We Hate Salespeople,” Tom McMakin encourages us to address this aversion head-on. Cultivate relationships, add value prior to the sale, and demonstrate trustworthiness.

Podcast
Can a Billboard Improve Your Sales?

Can a Billboard Improve Your Sales?

Advertising professional services can help, but it’s a relatively poor investment. With the help of Walt Shill, Global Managing Partner for Client Services at ERM, Tom McMakin explains how it’s better to develop strategies and processes that can deliver real impact for your clients.

Article
Interviewing as a Gift

Interviewing as a Gift

You might think people like being interviewed because they like to hear themselves talk — that it’s vanity, a shiny mirror we put in front of people that lets them admire themselves. I disagree. I think thoughtful questions are an invitation to create new understanding.