I used to start marketing initiatives with great enthusiasm, only to have them sputter out due to lack of follow through. The Gentle Rain process, coupled with Mark's advice, has ensured that I focus on the most important activities and that the initial enthusiasm doesn't turn into vapors.

—Daniel Berger
Financial Services
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I am most comfortable when there is a game plan or system to follow. Mark's approach, while flexible to accommodate individual needs, leaves no doubt about what must be done at each stage to keep the business development process moving forward.

—Shannon Anthony
Human Resources Consulting
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We used to spend considerable money on appointment setters, but got nothing. Gentle Rain enabled us to control our marketing ourselves. Now, we are 45% ahead of plan, yet only investing 20-30 minutes a day to keep the marketing system running smoothly.

—James Cassidy
Managing Partner, Human Resources Consulting Firm
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The ideas for what to put in a marketing letter, and even more importantly, what not to put in the letter, has proven to be invaluable. We have increased our response rate by 35%, based on what we learned in the boot camp.

—Vance Sheinfeld
Technology Consulting Firm Practice Leader
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Our firm will never have the global awareness of a McKinsey, but the Gentle Rain process enabled us to become better known to our defined market than any of the brand name firms. That is ultimately more important in our ability to get the projects we want.

—Michael Scott
Partner, Operations & Supply Chain Consulting Firm
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A very easy to implement, yet sophisticated approach for marketing professional services. Excellent advice on everything from how to turn the screener into an ally to accelerating the sales cycle.

—Shannon Anthony
Human Resources Consulting
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I hated to admit it, but our 'unique marketing message' sounded just like everyone else's 'unique marketing message'. The good news is that we nailed that problem before leaving the program. Now, we are more effective at differentiating our services, and it has paid off with 3 new clients.

—Peter Long
Partner, Global Executive Search Practice
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Secrets of Selling to the C-Level
Insights from Top Corporate Executives on the Five Best Methods for Getting on their Radar Screen

Based on 179 in-depth interviews with C-level executives across 12 industries, Secrets of Selling to the C-Level provides a unique perspective on the most effective methods for building important new senior executive relationships. For the first time, top decision makers reveal what strategies work (and which ones don't) for high-value services firms seeking to do business with them.

Learn how C-level officers responded to the following question:

Suppose a high-value services firm was interested in establishing a professional relationship with you, but had no experience working with your company and didn't have a relationship with any members of your inner circle.

What would be the best way for them to get on your radar screen?

 

In this 2-CD program you'll learn:

How executives really choose whom they'll partner with.
What motivates the C-level to go outside their existing network of trusted advisors.
The two most important criteria by which potential firms are evaluated.
What doesn't work when attempting to build a new professional relationship.
The 5 top methods endorsed by the C-level as the best strategies for developing new relationships with them.
The complete "second tier" of tactics for getting on the radar screen.
Why the number one method out-performs the others by 22%.
How to implement all of the top five methods.

Stop guessing about what's important to C-level executives. Learn the real reasons why one professional advisor is selected and another is not.

If building new professional relationships with the senior decision makers is of critical importance to your firm, you need the information in Secrets of Selling to the C-Level.

 

Secrets of Selling to the C-Level (CD set)

What the senior level buyers of high-value professional services say you need to do to get on their radar screen.


Price $125.00

 
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