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Thought Leadership

Empower yourself with proven strategies that educate and motivate. Better Way Sales Strategies welcomes you to browse through our Thought Leadership library. Learn from Peter Bourke and his decades of sales, management, and executive experience.

How to Win More Professional Service Sales

The traditional avenues of product and service differentiation are fast closing in terms of true lead-time and feature driven advantages. These traditional differentials are being... ... Read More

What’s Changed in Professional Services Sales? (Part 1)

Who says “selling” hasn’t changed much in the last 30 years? For consulting, outsourcing and other professional services organization, nothing could be further from... ... Read More

What’s Changed in Professional Services Sales? (Part 2)

In our first installment of this thought leadership series, we overviewed the changing selling environment within the professional services market and the key challenges faced... ... Read More

Lessons Learned from Accenture's Client Pursuit Challenges

In the mid-1990’s, when I was responsible for worldwide business development at Andersen Consulting (now Accenture), we were determined to find the key impediments to... ... Read More

How to Fix Ineffective Account Management

Having worked with more than two dozen different professional services firms (including IBM and Accenture), I’ve seen my share of common sales and business development... ... Read More

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