Ep 23 - Tom McMakin - How to Achieve a 45% Conversion Rate by Building B2B Communities
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 Selling consultancy is not the same as selling a phone.There are no immediate, discernible features and attributes to describe.Instead, expert services are sold on reputation, relationships, and referrals.In today’s episode, Tom McMakin), CEO of Profitable Ideas Exchange), reveals to Sammy )the secret of how his company achieves a 45% conversion rate by building the right B2B communities. What’s in it for you?1. Why consultancies don’t build their own sales unit2. How to grow in an account where you already have a foothold3. How to build B2B communities that work4. Why consultants shouldn’t pretend that they’re experts in everything5. Tom McMakin’s secret to client acquisitionAbout Tom):Tom is CEO of Profitable Ideas Exchange. Before joining PIE, Tom was a co-founder and managing director with Orchard Holdings Group, a private equity firm as well as an operating affiliate at McCown DeLeeuw and TSG Consumer, two-billion-dollar consumer-focused buyout groups. Prior to this, he served as the COO of Great Harvest Bread Co., a multi-unit operator of bread stores. He is a graduate of Oberlin College and a former Peace Corps Volunteer in Cameroon. Tom and his family live in Bozeman, Montana. Find Tom on LinkedIn: https://www.linkedin.com/in/tom-mcmakin/) Tom's business book recommendation: Stories That Stick: How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business – Kindra Hall https://amzn.to/3KZraDm) Tom's favorite business leaders:Deborah Farone – https://www.linkedin.com/in/deborahfarone/) Dave Bayliss – https://www.linkedin.com/in/dave-bayliss-493861/) __________About PIE):PIE is a leading consultancy focused on helping expert services firms with business development by building peer communities of likely buyers. PIE builds communities one person at a time, helping senior executives understand, connect, and collaborate. We believe in the power of peer groups to provide perspective, accelerate learning, and solve problems.Website: https://www.profitableideas.com/) Industry: Collaboration, CommunitiesCompany size: under 100Headquarters: Bozeman, Montana, United StatesFounded: 2001__________About the host Sammy):Sammy and SAWOO )enable you to drive recruiting & employer branding via your hiring managers on LinkedIn. We can help you:- Speed up hiring - Reduce hiring costs - Create an authentic Employer Brand- Create a Talent Pool that you can tap into any timeGet in touch with Sammy on LinkedIn: https://www.linkedin.com/in/sammygebele/)__________Past guests on the LEADERS IN CONSULTING show) include: Dr. Stefan Sambol, Dr. Andreas Baader and Rainer Majcen, Friederich von Hurter, Peter Feldmeier, Alexander Kainer, and many more.