Let’s get real. If you're selling your coaching, consulting, assessment services or HR tech to HR leaders, you might be thinking, "Do I really need to spend time defining my ideal client? After all, I'm selling to businesses, not individuals, right?"

Let’s be honest, for some, being known as a thought leader is a little uncomfortable.  There seems to be two camps; those who believe that ‘thought leadership’ is essential for business and client success and those who think it’s simply a tired and rather uneasy ego-trip.

The professional services industry has bounced back despite ongoing economic worries. The second annual professional services benchmark report gathered insights from over 400 business leaders in Europe and the US.

“Send me a proposal!” When you’re ending a great sales call with your ideal client, these are the words you want to hear. You’re excited. They’re excited. You both just want to get started on working together.

One way I decided to consciously align my business, values, and giving was to use the work I do with clients to trigger giving to projects around the world.

What happens to your warm leads who aren’t ready to buy from you yet? Can you grab them before they cool off? This article covers email nurture campaign best practices when marketing to HR decision makers.

In selling HR services and products, one marketing tool my clients rely heavily on is the case study. Here’s what I’ve learned about creating the types of case study that go on to help to sell.

A well-written white paper can really help build credibility and support your sales process – from lead generation right through to signing on the dotted line. But with so many alternative marketing channels available now, are white papers still an effective way to catch the attention of the HR decision maker?

It makes sense to hire a generalist marketer, doesn’t it? They can tackle any subject you send their way, they adapt quickly, and let’s be honest, they’re usually less costly to hire. But hiring a generalist to take on your strategy isn’t necessarily the safe bet you think it is when marketing to HR.