Professional services firms are facing a wake-up call. For years, many have tried squeezing a traditional B2B sales process into a consulting or accounting or engineering practice. It just doesn’t work. Professional services don’t sell in straight lines; they sell in circles. Winning work, delivering work, deepening trust, and uncovering the next opportunity all happen at once. 

Ingrid breaks down why business development is now essential for consultants and practice leads, why “sales” isn’t a dirty word, and how the BD game in professional services is completely different from B2B. Get this right, and growth becomes inevitable. 

THE SALES DOCTOR 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

Professional services firms are facing a wake-up call. For years, many have tried squeezing a traditional B2B sales process into a consulting or accounting or engineering practice. It just doesn&rsquo;t work. Professional services don&rsquo;t sell in straight lines; they sell in circles. Winning work, delivering work, deepening trust, and uncovering the next opportunity all happen at once.&nbsp;
Ingrid breaks down why business development is now essential for consultants and practice leads, why &ldquo;sales&rdquo; isn&rsquo;t a dirty word, and how the BD game in professional services is completely different from B2B. Get this right, and growth becomes inevitable.&nbsp;
THE SALES DOCTOR&nbsp;
The Next Level Sales Impact Online Program <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>&nbsp;
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>&nbsp;

The sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.

Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.

The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The sales process is broken. What&rsquo;s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.
Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid&rsquo;s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.
The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;

The sales process is broken. A revolution is required to engage with customers, employees and the greater business community.

The Sales Revolution

The sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.

Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.=

The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The sales process is broken. What&rsquo;s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.
Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid&rsquo;s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.=
The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;

Ep81 Turning sales on its head at professional services firms

If you’re a sales leader or rep who’s sick of wrestling with clunky CRMs and endless admin, this episode for you. We’re doing something a little different: a live walk-through of a tool that can quite literally give you back a day a week to sell. 

It’s called Saleslook – a simple, visual pipeline management app that frees salespeople from their keyboards and gets them back in front of customers. And the person showing us how it works is someone every sales team needs in their corner: Ian Selbie. Ian’s a former top global salesperson at Apple in the Steve Jobs era, international sales effectiveness expert, and co-designer of Saleslook. 

Ian explains how this tool plugs into your existing CRM, cuts the admin, and turns your pipeline into a true growth engine.

SALESLOOK 
https://www.saleslook.com/ 

THE SALES DOCTOR 

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

If you&rsquo;re a sales leader or rep who&rsquo;s sick of wrestling with clunky CRMs and endless admin, this episode for you. We&rsquo;re doing something a little different: a live walk-through of a tool that can quite literally give you back a day a week to sell.&nbsp;
It&rsquo;s called Saleslook &ndash; a simple, visual pipeline management app that frees salespeople from their keyboards and gets them back in front of customers. And the person showing us how it works is someone every sales team needs in their corner: Ian Selbie. Ian&rsquo;s a former top global salesperson at Apple in the Steve Jobs era, international sales effectiveness expert, and co-designer of Saleslook.&nbsp;
Ian explains how this tool plugs into your existing CRM, cuts the admin, and turns your pipeline into a true growth engine.
SALESLOOK&nbsp; <a href="https://www.saleslook.com/">https://www.saleslook.com/</a>&nbsp;
THE SALES DOCTOR&nbsp;
The Next Level Sales Impact Online Program&nbsp; <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>&nbsp;

Ep80 From clunky CRM to clear pipeline: a new way to sell – Ian Selbie

Pricing is one of the most critical levers in any business, yet so often misunderstood or left to gut instinct. Today’s guest knows exactly how to turn pricing into profit. Pricing expert Ron Wood explains why smart pricing strategies start with understanding what customers truly value, not just what they’re willing to pay.

Ron is the founder of Pricing Insight and has spent nearly three decades advising more than 160 Fortune 500 companies, ASX-listed firms, and private-equity-backed businesses. He’s trained over 5,000 executives in 15 countries on how to make better pricing decisions. Ron explores inflation, discounting, customer acquisition costs, and how to arm sales teams with the tools to sell on value …not price!

RON WOOD

Pricing Insight 
https://www.pricinginsight.com/ 

Pricing University 
https://pricinguniversity.com.au/

THE SALES DOCTOR  

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/ 

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/ 

The Sales Doctor 
https://thesalesdr.com.au/ 

Pricing is one of the most critical levers in any business, yet so often misunderstood or left to gut instinct. Today&rsquo;s guest knows exactly how to turn pricing into profit. Pricing expert Ron Wood explains why smart pricing strategies start with understanding what customers truly value, not just what they&rsquo;re willing to pay.
Ron is the founder of Pricing Insight and has spent nearly three decades advising more than 160 Fortune 500 companies, ASX-listed firms, and private-equity-backed businesses. He&rsquo;s trained over 5,000 executives in 15 countries on how to make better pricing decisions. Ron explores inflation, discounting, customer acquisition costs, and how to arm sales teams with the tools to sell on value &hellip;not price!
RON WOOD
Pricing Insight <a href="https://www.pricinginsight.com/">https://www.pricinginsight.com/</a>&nbsp;
Pricing University <a href="https://pricinguniversity.com.au/">https://pricinguniversity.com.au/</a>
THE SALES DOCTOR &nbsp;
The Next Level Sales Impact Online Program <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>&nbsp;
The Sales Revolution Book&nbsp; <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>&nbsp;
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>&nbsp;

Ep79 The psychology of price: What customers really buy – Ron Wood

Something’s shifting in the air. You can feel it. Conversations with business leaders sound eerily similar: layoffs in construction, slower markets, and salespeople who usually thrive now finding things tougher. When unrelated industries start echoing the same story, it’s a signal that the Australian economy may be tightening. 

And when that happens, sales teams feel it first. So how do you prepare? Not by piling on more sales training, but by strengthening your leaders — the people holding it all together under pressure from every direction. Next year will test even the best. The smartest move isn’t more hustle or more noise; it’s investing in the capability of your sales leaders to lead, coach, and manage through what’s coming. 

THE SALES DOCTOR

The Next Level Sales Impact Online Program 
https://thesalesdr.com.au/online-program/

The Sales Revolution Book 
https://thesalesdr.com.au/the-sales-revolution-book/

The Sales Doctor 
https://thesalesdr.com.au/

Something&rsquo;s shifting in the air. You can feel it. Conversations with business leaders sound eerily similar: layoffs in construction, slower markets, and salespeople who usually thrive now finding things tougher. When unrelated industries start echoing the same story, it&rsquo;s a signal that the Australian economy may be tightening.&nbsp;
And when that happens, sales teams feel it first. So how do you prepare? Not by piling on more sales training, but by strengthening your leaders &mdash; the people holding it all together under pressure from every direction. Next year will test even the best. The smartest move isn&rsquo;t more hustle or more noise; it&rsquo;s investing in the capability of your sales leaders to lead, coach, and manage through what&rsquo;s coming.&nbsp;
THE SALES DOCTOR
The Next Level Sales Impact Online Program <a href="https://thesalesdr.com.au/online-program/">https://thesalesdr.com.au/online-program/</a>
The Sales Revolution Book <a href="https://thesalesdr.com.au/the-sales-revolution-book/">https://thesalesdr.com.au/the-sales-revolution-book/</a>
The Sales Doctor&nbsp; <a href="https://thesalesdr.com.au/">https://thesalesdr.com.au/</a>

Ep81 Turning sales on its head at professional services firms

In 1 playlist(s)

The Sales Revolution

Social links

Follow podcast

Recent clips