Never say sell: how the world's best consulting and professional services firms expand client relationships
"Key rainmakers at firms like McKinsey, IBM, and Deloitte report that 80 percent of their new revenues come from existing clients, not from new logos. Never Say Sell is a how-to guide for executives, account teams, and sole proprietors for growing exiting accounts and turning their one-and-done...
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| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey
John Wiley & Sons, Inc.
[2021]
|
| Subjects: | |
| Links: | https://learning.oreilly.com/library/view/-/9781119683780/?ar |
| Summary: | "Key rainmakers at firms like McKinsey, IBM, and Deloitte report that 80 percent of their new revenues come from existing clients, not from new logos. Never Say Sell is a how-to guide for executives, account teams, and sole proprietors for growing exiting accounts and turning their one-and-done clients into a source of recurring revenue. Most providers will explain account growth by saying, "Do good work," arguing if they deliver value to clients, then clients will want more of their expertise and turn to them again and again for help. Unfortunately, this truism is as unhelpful as it is wrong. Never Say Sell reveals the truth and describes a new client-centered approach to account development"-- |
| Item Description: | Includes bibliographical references and index. - Online resource; title from digital title page (viewed on December 29, 2020) |
| Physical Description: | 1 Online-Ressource (ix, 242 Seiten) Illustrationen |
| ISBN: | 1119683807 9781119684169 1119684161 9781119683803 9781119683780 |
Staff View
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| spelling | McMakin, Tom VerfasserIn aut Never say sell how the world's best consulting and professional services firms expand client relationships Tom McMakin, Jacob Parks Hoboken, New Jersey John Wiley & Sons, Inc. [2021] 1 Online-Ressource (ix, 242 Seiten) Illustrationen Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Includes bibliographical references and index. - Online resource; title from digital title page (viewed on December 29, 2020) "Key rainmakers at firms like McKinsey, IBM, and Deloitte report that 80 percent of their new revenues come from existing clients, not from new logos. Never Say Sell is a how-to guide for executives, account teams, and sole proprietors for growing exiting accounts and turning their one-and-done clients into a source of recurring revenue. Most providers will explain account growth by saying, "Do good work," arguing if they deliver value to clients, then clients will want more of their expertise and turn to them again and again for help. Unfortunately, this truism is as unhelpful as it is wrong. Never Say Sell reveals the truth and describes a new client-centered approach to account development"-- Relationship marketing Customer relations Consulting firms Marketing Customer services Marketing Marketing relationnel Customer services ; Marketing Parks, Jacob VerfasserIn aut 9781119683780 Erscheint auch als Druck-Ausgabe 9781119683780 |
| spellingShingle | McMakin, Tom Parks, Jacob Never say sell how the world's best consulting and professional services firms expand client relationships Relationship marketing Customer relations Consulting firms Marketing Customer services Marketing Marketing relationnel Customer services ; Marketing |
| title | Never say sell how the world's best consulting and professional services firms expand client relationships |
| title_auth | Never say sell how the world's best consulting and professional services firms expand client relationships |
| title_exact_search | Never say sell how the world's best consulting and professional services firms expand client relationships |
| title_full | Never say sell how the world's best consulting and professional services firms expand client relationships Tom McMakin, Jacob Parks |
| title_fullStr | Never say sell how the world's best consulting and professional services firms expand client relationships Tom McMakin, Jacob Parks |
| title_full_unstemmed | Never say sell how the world's best consulting and professional services firms expand client relationships Tom McMakin, Jacob Parks |
| title_short | Never say sell |
| title_sort | never say sell how the world s best consulting and professional services firms expand client relationships |
| title_sub | how the world's best consulting and professional services firms expand client relationships |
| topic | Relationship marketing Customer relations Consulting firms Marketing Customer services Marketing Marketing relationnel Customer services ; Marketing |
| topic_facet | Relationship marketing Customer relations Consulting firms Marketing Customer services Marketing Marketing relationnel Customer services ; Marketing |
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