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Ed Marsh on Reinventing Retainers & Consulting Engagements

Max Traylor

The current retainer model in professional services has led to a hamster wheel of over-investment and a sales process plagued with problems. How can we implement retainers differently so there’s real value in the sales process and the work we do? How do we escape the annual retainer trap most professional services firms are in? Why is buyer intent data such a huge opportunity for companies? On this episode, Ed Marsh, founder and principal of Consilium Global Business Advisors, answers these questions and more.

"Many companies don’t have a robust, mature sales & strategic planning process, and the business is essentially rudderless." -Ed Marsh

 

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Topics: Beers with Max

[Beers with Max 12] Keep your sales N.E.A.T. with Richard Harris

Max Traylor

New year, new beer: Beers with Max is back for its second season! To kick off our first show of 2017, we're hanging out with sales training expert Richard Harris. After a successful career in sales & sales management, Richard bootstrapped a sales training firm that has helped startups and global enterprises alike find more success at every stage of the sales cycle.

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Topics: Beers with Max

[Beers with Max 8] Social selling superstar dishes on selling in the new age

Max Traylor

Like tentacles on an octopus but with less suction, there are now eight Beers with Max episodes! On our latest session we're joined by social selling mastermind John Lawson. John is author of the best-selling book Kick Ass Social Commerce for E-Preneurs as well as a digital entrepreneur, strategist and highly sought-after speaker who has hosted discussions and talks on five continents.

Today John joins us for an exciting Q&A on social selling, how the digital age has disrupted the traditional sales process, and what you can do about it. Get your mitts on a cold one and check out the recording below:

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Topics: Sales and Marketing, Sales and Marketing Alignment, Sales, Beers with Max

[Beers with Max 7] Mobile Marketer of the Year Spills Her Secrets

Max Traylor

If you missed us last week, you're in luck: Beers with Max is back again with lucky episode number 7! Grab a four-leaf clover and a cold one and settle in, cause this is one you don't want to miss.

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Topics: Beers with Max, Mobile

[Beers with Max 6] Becoming an Indispensable Partner featuring Steve Lishansky

Max Traylor

It's a big moment in Beers with Max history: we have finally achieved six-pack level! In episode number 6 we are addressing the fundamental shift in the world of sales by discussing what it takes to become an indispensable partner in our clients' success.

If six-pack level wasn't enough excitement for one episode, we've also got a special guest in store for you. Steve Lishanksy is a highly-acclaimed sales trainer, founder of the Institute for Sales Innovation, and author of the best-selling book The Ultimate Sales Revolution. In this Q&A-style episode I ask Steve about today's world of sales and how to really identify what clients are looking for. Hit the jump and bring an umbrella, because it's about to rain pearls of wisdom.

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Topics: Sales and Marketing, Sales and Marketing Alignment, Sales, Beers with Max

[Beers with Max 5] How to get other companies to sell your products and services

Max Traylor

Not the Jackson 5, or even Maroon 5...it's Beers with Max 5! Depending on your point of view, the issue we discuss today is either one of the smartest or laziest questions you can ask: How do I get other companies to sell my offering for me?

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Topics: Sales, Beers with Max, Partner Sales

[Beers with Max 4] Why paid advertising will save your inbound marketing job

Max Traylor

In Spain, they'd call it "Cervezas con Max, numero 4," but here in Boston we call it a darn good marketing discussion! On this episode we talk about the challenge of getting leads in the door quickly: if you aren't bringing prospects to the sales team fast enough, you risk getting dropped like a burning coal.

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Topics: Agency Products & Services, Beers with Max

[Beers with Max 3] Improving sales productivity with content

Max Traylor

Beers with Max is back once again, and like any third time, this one was a charm. This episode featured a diverse panel of marketing pros, discussing a key challenge keeping lots of B2B marketers and sales reps up at night. Read on for the 411, and as usual please send all feedback directly to me at max@maxtraylor.com

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Topics: Sales and Marketing Alignment, Beers with Max

[Beers with Max 2] Scalable video for marketing and sales

Max Traylor

As we sip suds on this week's episode of Beers with Max, we're discussing a more enlightened approach to video for marketing and sales. Keep reading to see what we learned, and as always please email max@maxtraylor.com directly with your feedback.

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Topics: Inbound Marketing Video, video marketing strategy, Beers with Max

[Beers with Max 1] Digital, Scalable, Residual revenue for B2B companies

Max Traylor

The inaugural episode of Beers with Max is in the books! Beer was drank, fun was had, and lots of great marketing and sales ideas were discussed. Here's what went down:

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Topics: Agency Insights, Sales and Marketing, Agency Products & Services, Beers with Max

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