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How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
This episode explores the often-overlooked internal journey clients undertake before engaging professional services. We reveal why focusing on their hidden buying process, rather than just your selling efforts, is crucial for successful business development, transforming how you attract and serve clients.
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“This episode explores the often-overlooked internal journey clients undertake before engaging professional services. We reveal why focusing on their hidden buying process, rather than just your selling efforts, is crucial for successful business development, transforming how you attract and serve clients.”
— Tom McMakin, How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
client buying behavior, professional services sales, business development strategy
Best suited to listeners who want a clearer working understanding of client buying behavior, professional services sales, business development strategy and better judgment in how they apply it.
Tom McMakin brings a credible and useful lens to client buying behavior, professional services sales, business development strategy, with enough subject command to make the book worth hearing.