Offline

Philip has gone on record saying you shouldn't try to emulate superstar performers. HOWEVER, you can learn a lot from way-above-average performers.Liston recently interviewed Jeb Blount, and this brush with greatness led to some interesting lessons we discussed in today's episode.Links: https://servedontsell.com/blog/get-interviewed-podcast/ https://salesgravy.com

Closing is overrated. But that doesn't mean you can skip it. You do need to understand some context.It might be best to think of closing as a diagnostic. If you find that closing represents more than about 1% of the importance of your sales process, it actually indicates that you have problems at a prior point in the sale.The solution is not a better closing process; it is a better sales process.Listen to this episode to learn more.Links: A free 30-minute training in sales fundamentals: https://www.crowdcast.io/e/master-sales-basics/register A 4-week onliny workshop in sales fundamentals: https://servedontsell.com/workshop/ (begins July 9, so if this is the month you want to improve your sales process, don't delay!)

Sponsorship revenue is a panacea of easy money, as we all know. The passive-ist of passive income. Better than being born with a trust fund!OK, nothing thus far in these show notes is true. At all. :)Sponsorship revenue, as it turns out, is a fair bit of work. Easier, perhaps, than digging the 50' french drain Philip dug by hand when he lived at the Oregon coast, but definitely NOT passive income. Because.... well, both unicorns and passive income don't actually exist. Sponsorship revenue can and does exist, but setting up those sponsorship relationships is a lot of work, as Liston knows.Liston talks about the experience in today's episode. What was hard. What was hardER than he thought it would be.And what alternate models he's going to experiment with next for his (other, slighly better) podcast Modern Sales.Links: https://servedontsell.com/workshop/ https://servedontsell.com/podcast/

Is technology a distraction for a professional services business?Of course not. But... we have to wonder how to be smart about it so it doesn't become a distraction.The SaaS and monthly subscription model has made it so easy to throw new digital tools into our business that it can start to feel like we have a "SaaS lint roller" picking up new software all the time. What's the right balance?Liston and Philip talk through this tension in today's episode.Links:https://servedontsell.com/workshop/

Can a well-functioning professional services firm take the principal out of sales completely by adding a salesperson?Probably not. Why?Because there are there are actually 5 models for how sales can work in a services firm. Some of these models are better suited than others for your firm. Only one of these models takes the principal completely out of the sales process.Find out which model might fit your firm best, and how to evolve from one model to another in this episode of Offline.Links:https://servedontsell.com/sales-process-professional-services/

What business metrics should you track in your consulting business? In this episode, we cover some of the metrics we track. Some are hard metrics tied to revenue, some happen before revenue, and some have more to do with personal profit. We'll cover why we both feel so strongly about: Email subscribers Total revenue v. profit Website traffic Email replies Vacation days And more...

What’s up with us? Well if you’re wondering, here you go… Book progress for both of us Why Liston did a major makeover on his website, funnel, and the pathways to his sales Should Liston create an online summit??? What's next for Philip and Liston Philip Workshop!  Philip's outreach update, why he doesn't want to talk to anyone The book!

There's a tension between your expertise and how certain you are about it. To be an expert, you have to understand the limitations of your knowledge. But to be listened to, you have to bring some certainty to the equation. How do you balance the two? We'll explore that very question in this episode. 

There's a certain type of person who does high-quality work, and there's a "nice guys finish last" thing happening online. What can work for experts that want to do digital marketing, without compromising their integrity?In this episode of Offline, Jim Thornton joins Philip and Liston talk about the pros and cons of SEO for experts. For full show notes and transcription, visit the show page at https://offlinepodcast.rocks/all-podcast-episodes/seo-for-consultants

SEO can bring in a lot of traffic - but how important is SEO for your business? In this episode of Offline, Philip and Liston talk about the pros and cons of SEO for experts. For full show notes and transcription, visit the show page at offlinepodcast.rocks/all-podcast-episodes/how-important-is-seo

In today's episode, we'll talk about how productizing your services can help you so that you can now create packaged services that you can price at a fixed rate.Like what you heard here and want our help?Check out Philip’s Consulting InsightCheck out Liston 

Like what you heard here and want our help?Check out Philip’s Consulting InsightCheck out Liston 

Like what you heard here and want our help?Check out Philip’s Consulting InsightCheck out Liston 

Like what you heard here and want our help?Check out Philip’s Consulting InsightCheck out Liston 

Like what you heard here and want our help?Check out Philip’s Consulting InsightCheck out Liston