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Never Say Sell

Author: Tom McMakin

Publisher: John Wiley & Sons

Published: 2020-10-27

Total Pages: 265

ISBN-13: 1119683785

Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships 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 from key rainmakers at firms like Accenture, IBM, and more into how they 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.

How Clients Buy

Author: Tom McMakin

Publisher: John Wiley & Sons

Published: 2018-03-13

Total Pages: 279

ISBN-13: 111943470X

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The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

The Things We Never Said

Author: Susan Elliot Wright

Publisher: Simon and Schuster

Published: 2013-05-23

Total Pages: 384

ISBN-13: 1471102335

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*** From the acclaimed author of The Flight of Cornelia Blackwood *** Everyone can change their life. But what happens when it hides a secret that changes everything? In 1964, Maggie wakes to find herself in a mental asylum, with no idea who she is or how she got there. Remnants of memories swirl in her mind - a familiar song, a storm, a moment of violence. Slowly, she begins to piece together the past and the events which brought her to this point. In the present day, Jonathan is grieving after the loss of his father. A cold, distant man, he was not easy to love, but at least while he lived there was hope for reconciliation. Then a detective turns up on Jonathan's doorstep to question him about crimes he believes Jonathan's father may have committed long ago... As the two stories interweave, the devastating truth long kept hidden must emerge, and both Maggie and Jonathan are forced to come to terms with the consequences of the shocking and tragic events of over forty years ago. 'Passionate, intriguing and beautifully written ... deserves to stand on the shelf next to Maggie O'Farrell's books. A powerful and talented new voice' Rachel Hore, bestselling author of A Gathering Storm 'If you love Maggie O'Farrell, you will love this' Veronica Henry, bestselling author of The Long Weekend 'A brave and moving story about how much can be lost and what happens next' Alison Moore, author of Booker-shortlisted The Lighthouse

You Can Sell

Author: Shiv Khera

Publisher: Bloomsbury Publishing

Published: 2018-11-30

Total Pages: 304

ISBN-13: 1472965906

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Results Are Rewarded, Efforts Aren't Bestselling author Shiv Khera reveals the secrets of every successful sales professional, and explains clearly and simply why 'Results Are Rewarded, Efforts Aren't'. You Can Sell teaches you how to gain a thorough and in-depth knowledge of the business world, a clearer understanding of the tasks at hand and, ultimately, how to sell your way to success. This book explains how you can: · Gain success and avoid pitfalls; · Meet and exceed goals; · Establish credibility and grow; · Gain a competitive edge; and · Understand the qualities of a winning professional.

Never Say No

Author: Mark Foreman

Publisher: David C Cook

Published: 2015-05-01

Total Pages: 306

ISBN-13: 1434708977

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The question Mark and Jan Foreman are most often asked is: How did you raise your kids? Never Say No takes you on a personal journey to learn first-hand how they raised Jon and Tim of Switchfoot. They share practical advice for instilling wonder in a media-saturated culture, cultivating specific gifts, and balancing structure with individual choice. Our purpose as parents is the same as our child’s: to live creatively beyond ourselves, bringing the love, beauty and nature of God to this world. Let the adventure begin.

Never Say Die

Author: James C. Nicholson

Publisher: University Press of Kentucky

Published: 2013-05-04

Total Pages: 232

ISBN-13: 0813142016

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A quarter of a million people braved miserable conditions at Epsom Downs on June 2, 1954, to see the 175th running of the prestigious Derby Stakes. Queen Elizabeth II and Sir Winston Churchill were in attendance, along with thousands of Britons who were all convinced of the unfailing superiority of English bloodstock and eager to see a British colt take the victory. They were shocked when a Kentucky-born chestnut named Never Say Die galloped to a two-length triumph at odds of 33–1, winning Britain's greatest race and beginning an important shift in the world of Thoroughbred racing. Never Say Die traces the history of this extraordinary colt, beginning with his foaling in Lexington, Kentucky, as well as the stories of the influential individuals brought together by the horse and his victory—from the heir to the Singer sewing machine fortune to the Aga Khan. Most fascinating is the tale of Mona Best of Liverpool, England, whose well-placed bet on the long-shot Derby contender allowed her to open the Casbah Coffee Club. There, her son met musicians John Lennon, Paul McCartney, and George Harrison, later joining their band. Featuring a foreword by the original drummer for the Beatles, Pete Best, this remarkable book reveals how an underdog's surprise victory played a part in the formation of the most successful and influential rock band in history and made the Bluegrass region of Kentucky the center of the international Thoroughbred industry.

Never Say Goodbye

Author: Patrick Mathews

Publisher: Llewellyn Worldwide

Published: 2012-11-08

Total Pages: 220

ISBN-13: 0738716928

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The end of physical life does not have to mean the end of a day-to-day relationship with the people we love. Renowned medium Patrick Mathews reveals that we don't have to let go of family and friends on the other side—in fact, they benefit as much from ongoing communication as we do. Along with a treasury of heartwarming, compelling, and sometimes humorous true stories from his work as medium, Mathews provides answers to the questions he is most often asked about life in Heaven. Never Say Goodbye will help you learn how to recognize spirit communication and establish an ongoing relationship with those in spirit through simple meditations and other practices.

Things I'll Never Say

Author: Ann Angel

Publisher: Candlewick Press

Published: 2015-03-24

Total Pages: 320

ISBN-13: 0763677078

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Fifteen top young-adult authors let us in on provocative secrets in a fascinating collection that will have readers talking. A baby no one knows about. A dangerous hidden identity. Off-limits hookups. A parent whose problems your friends won’t understand. Everyone keeps secrets—from themselves, from their families, from their friends—and secrets have a habit of shaping the lives around them. Acclaimed author Ann Angel brings together some of today’s most gifted YA authors to explore, in a variety of genres, the nature of secrets: Do they make you stronger or weaker? Do they alter your world when revealed? Do they divide your life into what you’ll tell and what you won’t? The one thing these diverse stories share is a glimpse into the secret self we all keep hidden. With stories by: Ann Angel Kerry Cohen Louise Hawes Varian Johnson erica l. kaufman Ron Koertge E. M. Kokie Chris Lynch Kekla Magoon Zoë Marriott Katy Moran J. L. Powers Mary Ann Rodman Cynthia Leitich Smith Ellen Wittlinger

Never Say You Can't Survive

Author: Charlie Jane Anders

Publisher: Tordotcom

Published: 2021-08-17

Total Pages: 195

ISBN-13: 1250800021

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WINNER OF THE 2022 HUGO AWARD FOR BEST RELATED WORK From Charlie Jane Anders, the award-winning author of novels such as All the Birds in the Sky and The City in the Middle of the Night, this is one of the most practical guides to storytelling that you will ever read. The world is on fire. So tell your story. Things are scary right now. We’re all being swept along by a tidal wave of history, and it’s easy to feel helpless. But we’re not helpless: we have minds, and imaginations, and the ability to visualize other worlds and valiant struggles. And writing can be an act of resistance that reminds us that other futures and other ways of living are possible. Full of memoir, personal anecdote, and insight about how to flourish during the present emergency, Never Say You Can’t Survive is the perfect manual for creativity in unprecedented times. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.

Never Say No to a Princess!

Author: Tracey Corderoy

Publisher: Alison Green Books

Published: 2012

Total Pages: 32

ISBN-13: 9781407115580

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The little princess wants everything NOW, or else - she'll CRY! But what happens when she wants her very own dragon? It's time for a whole river of tears ... With beautiful, fresh illustrations and a laugh-out-loud text, this is a glorious tale of adventure, friendship and finally learning to say please.