It seems that you can’t open a marketing publication – or visit a marketing-oriented website – these days without a discussion of “Buyer Personas” or
Category: Business Development
Is the Seller-Doer Model Right for Your AEC Firm?
Professional services firms often approach sales differently than other industries. Law firms and accounting firms, for instance, often require staff to bring in their own
Seller-Doer Tools: Networking
In previous posts within the Seller-Doer Tools series, we looked at several techniques that involve limited personal interaction with prospects and clients – content marketing,
Marketing & Business Development: How Many Touches Before a Sale?
“How many licks does it take to get to the Tootsie Roll center of a Tootsie Pop?” If you were a kid growing up in
Seller-Doer Tools: Social Media & Social Selling
Should seller-doers be engaged on social media, or is it a waste of time – a series of distractions about cat videos and what your
Seller-Doer Tools: Warm Calling
If you’re like most A/E/C professionals, you probably don’t enjoy conducting sales over the telephone, especially if you are prospecting. Yet sometimes you still need
