It doesn’t matter whether the economy is flying high or reeling, one trend is certain: clients have made profound changes in the way they buy professional services. In today’s market, clients expect anything but an old-school sales pitch.

Last month, I had an opportunity to discuss the trends defining the professional services market and how our sales strategies must shift in response. The sponsors of the the webinar, Citrix GoToMeeting, have made the recording of the session available at no charge.

In the session, we covered:

• Four trends that define services selling today

• Why your consulting and project management skills are more important than your selling skills

• Three essential collaboration strategies you must master for every sales opportunity

• When and why you should walk away from a sale, even if you think you can win.

You can listen to the recording and view the slides here.

Join me for a complimentary webinar:

Date: Tuesday, March 23, 2010, 11 AM PDT/2:00 PM EDT
Location: Your desk
Cost: None
Presenter: Michael W. McLaughlin

Whether the economy is flying high or reeling, one trend is certain: clients have made profound changes in the way they buy professional services. In this interactive webinar, I will share the essential strategies to win profitable sales in this era of the new services buyer.

Session Takeaways:

1. Four trends that define services selling today
2. Why your consulting and project management skills are more important than your selling skills
3. Three essential collaboration strategies you must master for every sales opportunity
4. When and why you should walk away from a sale, even if you think you can win.

Click here to Register.

Upcoming Events with Michael McLaughlin

Wednesday, September 2, 2009, 7:00pm EST
Guerrilla Marketing Association Webcast - Winning the Professional Services Sale
Interactive session on the three essential elements of every successful services sale, plus how to sell less, win more, and stay sane. Program and Registration Details

Thursday, September 17, 2009, 12:00-1:00pm EST
Global Consulting Forum Webcast – Success Strategies for Lead Generation
Host: Jason Sanders and Associates
Insights for rethinking your lead generation approach to boost your success in converting sales opportunities into paying clients. Program and Registration Details

Wednesday, October 21, 2009, 5:00-6:00pm EST
Independent Computer Consultants Association (ICCA)
Webcast – Never Sell Again: Why Most Sales Advice Is Wrong and What to Do About It. Program and Registration Details will be available soon.

Friday-Sunday, November 13-15, 2009, San Francisco, CA
32nd Annual National Conference, Independent Computer Consultants Association (ICCA) Presentation – Send Me a Proposal: Winning Strategies for Technology Consultants. Conference and Registration Details