Blog

Top Effective (or Highly Successful) Habits of Business Developers Within AEC Firms

08 Mar

Generating new leads doesn't happen by accident. Even within the Architecture, Engineering and Construction firms, which is largely led by word-of-mouth and professional reputation, business development matters. The right business developer can make or break your firm, success is...

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What’s a CRM & Why It’s Important For Your Business

20 Feb

There are plenty who have heard those three letters “CRM” and aren't sure what the acronym stands for. Quite often at events our staff asks, or gets asked, what the acronym means and it's a testament to the more recent awareness and adoption within AEC firms that many people to...

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Top Trends to Impact AEC Marketing in 2017

13 Feb

Technology is changing the way consumers everywhere do business. The internet makes it easier to search for companies and research them while social media is revolutionizing the way that consumers share their experiences and connect with businesses. These changes affect the way...

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Why Your Business Developers Aren’t Selling to Potential (and What You Can Do About It)

01 Dec

Guest Blog By Pete Machalek Principal of SagePresence

As a leader in a professional service firm, you’re all about business development. You know your market, you understand how your clients think, and you recognize how valuable your services are to them. But you can’t be...

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One Word to Yes

26 Apr

In Robert Cialdini’s book, Influence: Science and Practice, he analyzes the psychological impact of the word “because” on listeners. In 1978, Ellen Langer, a psychologist and researcher from Harvard University, performed a simple experiment on the word “because.” The subject was...

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Fearless Selling: Knowing the AEC Trigger Feature

15 Apr

In Robert B. Cialdini's book, Influence: Science and Practice, he examines the psychological complexity of sales processes, and most importantly, how we get someone to say, “Yes.” A crucial concept to understanding these practices is the trigger feature, which is a person's neural...

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How to Build a Collaborative Sales Culture at Your Firm

24 Mar

The days of only door-to-door salesperson are over. Today, sales can happen anywhere—in day to day conversations, at conventions, in business meetings, and of course, on the internet, in the form of everything from podcasts to comments boxes on blog posts. Most significantly,...

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When Enough Is Enough: Email Marketing Frequency Strategy

16 Mar

We all know the feeling—that euphoria from the liberation that comes the moment you finally hit that “unsubscribe” button after months of considering it. But, it should be noted that the fact that it took us this long to consider unsubscribing means there was always a part of us...

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Tips for Sustaining a Successful AEC Email Marketing Campaign

11 Mar

This month Cosential was thrilled to announce Email Marketing 2.0, our most recent push towards greater diversification of our clients’ marketing strategy. For those of you who have never used an email marketing campaign, we highly recommend getting on board. Email marketing is an...

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Why You Should Always Avoid Jargon in Your Marketing Materials

04 Mar

We all know how frustrating it is when you write something and people come back to you saying they’re confused. The fact is, it’s impossible to get into someone’s head. You may ask yourself, how am I supposed to know what my audience knows? And that’s true. While it does take time...

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