Blog
The Serve Don’t Sell blog is home to all of my writing exploring how to market and sell services more effectively.
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Sales Call Planning: Agendas, Templates, and Types of Sales Calls
Sales call planning is the only way to get the most of every sales call, no matter the stage of your sales process. Get the agendas and templates you need in this article.
Positioning Strategy: How to Stand Out, Drive Referrals, and Be More Profitable
Developing a positioning strategy will help add marketing punch and profitability. Learn how to create your statement, along with positioning examples you can use.
Buying Signals That a Prospect Is Ready to Buy – Or Not
Buying signals will help you assess how likely a deal is to close, and how much time and effort to invest. Here are some positive buying signals that can drive the sale, and negative ones to watch out for.
When and How to Bring Decision Makers Into the Sale
Knowing when and how to bring decision makers into the sale can have a dramatic impact on your outcomes. Here’s how to do it.
Qualifying Questions to Conduct a Perfect Sales Call
Learn how to ask qualifying questions that’ll help you set up your sales process for success from the very first call.
How to Get Interviewed on a Podcast
Being a podcast guest is one of the highest leverage marketing activities you can do. In this article, you’ll learn how to get interviewed on a podcast, how to pitch, and how to make the most of your guest appearance.
4 Sales Fundamentals: Kickstart Your Selling In a Hurry
The four sales fundamentals are the most important behaviors that’ll help you win more clients. In this article, you’ll learn what those fundamentals are, the science and psychology behind them, and how to put them into practice in your sales process.
The Ideal Sales Process For Professional Services Firms
Building the ideal sales process for professional services firms like yours isn’t a mystery or an art. It comes down to strategy, planning, and execution. By the time you’re done reading this article, you’ll know the basic process you can use, sales models that may or may not work for your firm, and how to start improving sales now.
The SDS Method: A Repeatable Sales Process Anyone Can Follow
A repeatable sales process for professional services firms and independent service providers who want to sell their services with as much confidence as they deliver them. The SDS Method is my proprietary sales process purpose-built for selling services, and anyone can follow it. Here’s how you can start using it today.
Value-Based Selling: The Ultimate Guide to What It Is and How to Do It
Value-based selling is an approach that’ll help you command higher prices while delivering more value to your clients. By the time you finish this article, you’ll understand value-based selling principles, techniques, see a few examples, and get actionable advice for implementing value-based selling today.