Product Description
Identifying the people best suited to marketing a firm to new clients is critical to the success of new business acquisition. Weitzul’s research, plus his own consulting (and new business acquisition) experience, convinces him that not only are some people better suited than others to this delicate task, but that there are ways to identify the traits that make them better–and before costly mistakes can happen. Weitzul guides managing partners and others with market… More >>
Personality Traits in Professional Services Marketing
Tags: acquisition experience, business acquisition, costly mistakes, delicate task, managing partners, marketing product, new business, personality traits, professional services
#1 by Steve on June 24, 2010 - 12:48 am
Our firm has used Dr. Weitzul’s services for many years, so it is from that perspective that I enthusiastically endorse the value and validity of his work. This book seems to be fairly unique in that it is directed specifically towards Professional Services Marketing, and is based on actual Ph.D. quality research, rather than the usual “interviews” mixed with common sense.
The book presents seven personality traits that can all be measured via special survey “instruments”, and discusses which combinations of these seven traits have been found to correlate with superior and inferior success in professional services marketing.
This is in stark contrast to the wildly common four trait “Myers Briggs” test, which in my personal experience, is transparent and thus easy to fake, and is taken on faith by almost everyone – it shows almost no real-world correlation with sales/marketing success [...]
Rating: 5 / 5
#2 by Anonymous on June 24, 2010 - 3:12 am
Dr. Weitzul’s book is an excellent, somewhat technical, approach to answering the question: “what personality traits make for the most successful sales and marketing in the professional services area.” Instead of the usual “learning to listen”, “adding value” or usual tripe, Weitzul takes advantage of his years of hard research as a leading industrial psychologist to produce empirical measures.
Rating: 5 / 5