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Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success Hardcover – 24 May 2013

4.2 out of 5 stars 37 ratings

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Product details

  • ASIN : 1118604342
  • Publisher : Wiley; 2 edition (24 May 2013)
  • Language : English
  • Hardcover : 368 pages
  • ISBN-10 : 9781118604342
  • ISBN-13 : 978-1118604342
  • Dimensions : 15.75 x 3.81 x 22.61 cm
  • Customer Reviews:
    4.2 out of 5 stars 37 ratings

Product description

From the Publisher

MIKE SCHULTZ is the Co-President of RAIN Group and coauthor of the bestselling Rainmaking Conversations and Professional Services Marketing. He was named the global Top Sales Thought Leader in 2011 by Top Sales Awards. He is also Publisher of RainToday.com, which was named the Top Sales and Marketing Resource Site in 2010 and 2011. He is frequently quoted in news outlets such as Business Week, Inc. magazine, MSNBC, the Huffington Post, and others.

JOHN E. DOERR is the Co-President of RAIN Group and coauthor of Rainmaking Conversations and Professional Services Marketing. John was named the Top Sales Thought Leader in 2011 by Top Sales Awards and has trained thousands of sales professionals, helping them master the complex sale through in-house training and public presentations, both domestically and abroad.

LEE W. FREDERIKSEN, PhD, is Managing Partner at Hinge. He has worked with many global brands, including Anheuser Busch, American Express, Capital One, Monster.com, and Yahoo! Lee has been quoted in Fortune, New York Times, USA Today, Wall Street Journal, Entrepreneur, Business 2.0, and Advertising Age, as well as numerous trade and professional journals.

From the Inside Flap

"This book is that rare thing: simutaneously wise, practical, readily accessible, and data driven. A necessary addition to your reading."

—David Maister, author of Managing the Professional Service Firm

Praise for Professional Services Marketing

"Professional Services Marketing will certainly become the bible of the field in short order! Without a doubt, the most useful compendium of marketing insight for the practicing professional services firm executive . . . BRAVO!"

—Leonard A. Schlesinger, President, Babson College, and coauthor of The Service Profit Chain

"It's no longer sufficient to be a good 'expert for hire'—you need a brand and a powerful marketing engine behind you. Professional Services Marketing is a gold mine of research- based strategies, best practices, and specific techniques that will help you consistently win in the client marketplace and outshine your competition. It's thoughtful, funny, and filled with the how-to so often missing in business books."

—Andrew Sobel, coauthor of Clients for Life

"Schultz and Doerr offer tactics and information in an easy-to-read, concise, and enjoyable format. Professional Services Marketing should be a required resource in every professional marketer's tool box!"

—R. Granville Loar, Executive Director, Association for Accounting Marketing

"This book is an excellent resource for anyone involved in professional services. It is especially timely in our current challenging economic conditions, and the ideas and guidance are relevant for the better times to come as well."

—Josh Lee, Partner, Monitor Deloitte

"Smart. Practical. Comprehensive. This is the one book that won't collect dust on my shelf."

—Kevin McMurdo, Chief Marketing Officer, Perkins Coie

"Professional Services Marketing is the first book to directly address the challenges of the professional services marketer. This book is filled with practical wisdom and research on best practices and processes specifically for this industry. A must-read for anyone in a professional services firm!"

—Paul Dunay, Global Vice President of Marketing, Maxymiser

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