Selling Professional Services: Building a Commercial Sales Engine for Your Firm

Still doing sales yourself as a pro serve founder? When should you build a sales team?
The path from a small professional services firm to being a market leader requires you to build out a professional commercial sales engine. In this video, Greg Alexander, founder of Collective 54 and Capital 54, shares the importance of generating multiple lead sources, why closing less than 50% of your deals means you’re pitching the wrong clients, and why you need to identify the sweet spot for your team's sales cycle.
In this video, you’ll learn:
- How to build a sales team that doesn’t rely on the heroics of a few individuals
- Developing a consistent process for recruiting and training sales talent
- How your sales team and strategy impacts your ability to sell your business and/or exit your firm one day
00:00 Introduction
01:30 When a Business in the Growth Stage Becomes a Scaled Firm
02:00 When a Scaled Firm Becomes and Exit Firm
02:56 What is a Commercial Sales Engine?
03:23 Attributes of a Commercial Sales Engine
04:45 Multiple, Scalable Lead Sources
06:54 Win Rate
09:42 The Exit - You Desire to Sell Your Firm
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📚Resources:
You may also find this specific episode helpful:
www.collective...
Get Greg’s Book: hubs.ly/Q01Jp-790
Pro Serve Podcast: hubs.la/Q01Jp-8S0
Pro Serve Blog: hubs.ly/Q01Jp-9k0
💲Channel Details:
Profiting in Professional Services is a KZbin Channel brought to you by Collective 54, the first mastermind community for boutique professional service firms. Learn how you can make more, work less and sell your firm for more, faster. Explore Collective 54 for Founders/CEOs: hubs.la/Q01Jp_Qp0
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