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Never Say Sell

How the World's Best Consulting and Professional Services Firms Expand Client Relationships

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Never Say Sell

By: Tom McMakin, Jacob Parks
Narrated by: Steve Menasche
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About this listen

Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more

Never Say Sell explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights into how key rainmakers at firms like Accenture and IBM drive growth from existing relationships.

Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.

Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements.

Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.

©2021 Tom McMakin and Jacob Parks (P)2020 Gildan Media Business Development Leadership Sales & Selling Business Consulting Strategic Selling Professional Services

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Profile Image for Mr Julian D Higginson

good but probably more useful for potential clients of PI than anyone else.

it's got good ideas in it. though goes on too much about big consulting firms. I feel like it'd be more interesting and useful if it spoke more about smaller professional services firms.

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