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The role of sales in professional services firms with Mark Wainwright of Wainwright Insight

Spill The Ink

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Evolving Sales in Professional Services

This chapter examines the changing landscape of sales in professional services firms, addressing the negative connotations often associated with 'sales' and the rise of 'doer sellers' who integrate expertise with sales skills. It highlights the complexities buyers face today due to overwhelming information, advocating for structured sales processes that aid both buyers and sellers in navigating their options. Furthermore, it emphasizes the importance of client-centric strategies and developing sales acumen within organizations to ensure long-term success in a competitive marketplace.

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