“As I read the material, I recognized that as an executive hounded daily by sales people who can cheaply and quickly blast me with unwanted e-mails wanting to talk to me about our strategic initiatives or help me point them to some other poor soul, it is so critical for those in professional services business development to understand how wasteful and frankly irritating the current sales process is. We need more focus from already trusted partners who know our company intimately and know how to work within that framework successfully. I need those partners to actively help me find ways to improve where we may not even see an opportunity. That is the symbiotic relationship of business partnership. I hope this book helps those business development professionals to refocus on activities with higher success for them and high value for me.”
"This is the best guide I know about winning more business and expanding relationships with corporate buyers like me."
“We look down on the doctor who spends too much time on TV, the lawyer who advertises on the side of a bus, or the scientist too obviously promoting self rather than truth. Such behavior smells of a mediocre vendor's desperation. At the same time, what is the value of your service if too few want it? Such is the life in professional services - feigning indifference while praying for interest. That is the issue tackled in this down-to-business book by McMakin and Parks about expanding your relationship with a client. There is a minefield of useful nuggets in here.”
“Never Say Sale is a game changer in the world of professional services — creating a roadmap for strategic and human-centered business development. This is THE guidebook for CEOs, CMOs and client partners who want to grow their footprint and redefine the way they sell.”
“The most successful executives and organizations are starting to understand the concepts laid out by Jacob and Tom. In the most delightful way, this book equips your people to understand the alternatives to ‘selling.’ A must read.”
“This is exactly the kind of guide I wish we had in hand when we were training leaders to cross sell.”