by Bill Brelsford | Feb 10, 2011 | B2B Content Marketing, Marketing
Do you struggle when it comes to creating content? I’m sure you’ve heard people say that marketing professional services today is very much like being a publisher – that it’s all about creating and sharing meaningful content. Creating that content often proves to be a... by Bill Brelsford | Feb 7, 2011 | Professional Services Marketing
Today’s post is by guest author and Kansas City Sandler Sales trainer, Dan Stalp. I know from first hand experience how easy it is to get caught in the trap of unpaid consulting. As Dan points out below, it’s a common trap when selling services. Brad has... by Bill Brelsford | Feb 3, 2011 | Marketing
In marketing and sales, we hear a lot of talk about the importance of knowing our prospects “pain points” – the importance of identifying them, explaining how our services help relieve that pain, and describing what life will look like once that pain has been removed.... by Bill Brelsford | Feb 1, 2011 | Marketing
I’ve mentioned a couple of times on this blog that I am not a fan of professional service firms using canned messages in their marketing. They tend to be unremarkable, do little to foster relationship building, and in some cases, can even be damaging to a... by Bill Brelsford | Jan 20, 2011 | Marketing Strategy & Planning
If you are like most professional service firms, early on in your selling process you offer some sort of free initial consultation. There are many ways to conduct this initial meeting. Some firms meet for coffee or lunch. Others may offer a free “audit” or evaluation....