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Sales Excellence Podcast – Episode 2 : Let's Get Real – An Interview with Randy Illig

Introduction

Ian Brodie

Ian Brodie

Ian Brodie teaches consultants, coaches and other professionals to attract and win their ideal clients by becoming seen as authorities in their field.


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Selling Professional Services

Sales Excellence Podcast – Episode 2 : Let's Get Real – An Interview with Randy Illig

The Sales Excellence PodcastBack in 1999 “Let's Get Real or Let's Not Play” was published. It was a groundbreaking work – one of the very first books to focus on selling for consultants and other professionals; and one of the very first to take the stance that selling should be about seller and buyer working together to achieve mutual objectives – not one trying to manipulate the other.

10 Years later, and Let's Get Real is back on bookshop shelves with a new edition, with additional chapters on “advocacy” and initiating new opportunities.

I'll be publishing a review in a few days time (I'll let you in to a secret – I'm a big fan). Co-author Randy Illig generously offered to by interviewed for the blog – and in this podcast you can hear the full interview. In it, I ask him questions on:

  • The changes in the sales environment for professional services over the last decade
  • How salespeople with limited contact networks can still use referrals to generate high quality opportunities and business
  • What experienced professionals starting out in business development should focus on
  • His one best piece of advice for new salespeople

Randy gave some really interesting and insightful answers – listen to the podcast below:

 

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Ian Brodie

Ian Brodie

http://www.ianbrodie.com

Ian Brodie teaches consultants, coaches and other professionals to attract and win their ideal clients by becoming seen as authorities in their field.

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