Featured Archives - How Clients Buy

Why the Sales Funnel No Longer Works

Article

by Tom McMakin | Jul 19, 2018 | Article, Featured

Why the Sales Funnel No Longer Works My flight just climbed out of LaGuardia. The chime signals it’s okay to power up my laptop. I’m flying home from New York where I had the opportunity to co-present to the...

The Seven Elements of Business Development

Podcast

by Tom McMakin | Jul 19, 2017 | Podcast, Featured

Clients aren’t sold services. They buy them based on their evaluation of need, resources, capability, and fit. Doug Fletcher, my co-author and fellow service sales geek, describes the seven elements that must be...

How Selling Expert Services is Different

Article

by Dave Bayless | May 8, 2017 | Article, Featured

Spanning the Peace Corps, a highly innovative franchise operation, private equity, and expert services, Tom McMakin’s career reflects his innate sense of adventure and curiosity. So, during the nearly 20 years I’ve...

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...

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