CEA - Learning Sales for the Professional Engineering Industry with Mark Wainwright

<p>While becoming a true expert in our particular field and subject of interest can lead us throughout our career, being a successful engineer requires much more than being extremely good at our craft. There are people skills we inevitably need to learn, soft skills related to project management we need to understand, and as today’s guest will prove, sales skills.</p> <p>Today on the show, Isaac interviews Mark Wainwright, a marketing and sales professional with 25 years of experience working for and with professional services firms—civil engineering firms fall into this category. Building upon his past experience in the field, he has now been running his own sales consulting business for the last few years and has helped a broad spectrum of professional services firms with their marketing and business development functions, from civil engineering to architecture to financial management.</p> <p>By differentiating marketing activities from sales activities and explaining how the lack of a sales culture within the company can hurt the organization’s future work, Mark sheds light on the importance of learning and practicing sales skills at every level of the company. He goes on to mention how engineers can use the skills they already have to become better <em>part-time salespeople</em>, as well as the importance of pricing based on both the effort required from the firm <em>and</em> the value created for the buyer in our long-term, low-volume, high-dollar industry.</p> <p><strong>Resources (some links are affiliate links)</strong></p> <p>Mark Wainwright (Website) - <a href="https://www.wainwrightinsight.com/">https://www.wainwrightinsight.com</a></p> <p>Managing The Professional Service Firm, by David Maister - <a href="https://www.amazon.com/Managing-Professional-Service-David-Maister/dp/0684834316">Amazon Link</a></p> <p>The Trusted Advisor, by David Maister, Robert Galford, and Charles Green - <a href="https://www.amazon.com/Trusted-Advisor-20th-Anniversary/dp/1982157100/ref=pd_lpo_14_t_0/147-6913588-3340024?_enc