Seller-Doer Workshop

Stop stressing about sales. Learn how to sell with confidence… and in the process, increase revenue and take better care of your clients.

If you’re the business owner, a senior leader or manager or a subject matter expert in a small-to-mid-size market research firm, then your job description also includes more than just ‘research.’ There’s an awfully good chance it also includes ‘sales.’

The problem is that, as a “seller-doer,” you likely don’t have the knowledge, skills or tools necessary to be successful at selling… or worse, you don’t want to sell or don’t like to sell.

So, what happens? Rather than consistently dedicating a portion of your time to selling, you fall back into doing those things that you’re most comfortable with… project work, client management, etc. And the more of that you do, the less selling you do, taking you further and further away from achieving your revenue goals.

If you’re a seller-doer and that describes you – even a little – we can help…

Harpeth Marketing’s Seller-Doer Workshop™ was developed specifically to address the challenges of research professionals – like you – who, in addition to an already demanding workload, have the added responsibility of selling, but don’t really know how to go about being successful at it.

8 Reasons Why You Can’t Miss this Event

The Seller-Doer Workshop™ is the #1 sales training program in the Market Research industry. Here’s why…

It’s completely online, there’s no time or money spent traveling to a hotel or conference venue; participate from the comfort and safety of your home… or anywhere with an internet connection.
It’s proven! Over the past few years, the Workshop has been delivered to nearly 150 Market Research professionals. Scroll down to see what some of our past participants have said about it.
By broadening your understanding, we’ll help you to dispel old myths you might have about selling. In fact, you might even learn to like it!
The content is continually updated, based on feedback from participants and staying on top of the latest trends in professional selling.
You’ll walk away from the workshop with a toolbox full of tips, tricks & techniques to help you acquire new clients, retain existing ones and create a plan to drive your success.
If you miss one of the online sessions – or just want go back over a particular topic – no worries… you can simply watch the recordings we send out.
The Workbook we provide is a comprehensive resource… not only does it give you a place to take notes during the online sessions, but the ‘homework’ pages in it will bring the online lessons to life and help you to customize them to your individual situation.
This program is purpose-built for the Market Research industry. Steve Henke, our presenter, is the leading expert in sales & marketing for firms in the MR industry and brings his years of experience to bear with this program.

The Seller-Doer Workshop™ Kicks-off January 10th. To register online, CLICK HERE.

The Workshop Agenda

MODULE 1

An Introduction to Selling

Why we hate sales!
The challenges you face as a seller-doer
The 8 Core Principles of Selling

The Language of Sales

Be a problem solver
‘Connect the dots’
Ask good questions
Don’t sell on price
Talk differently to different people
Selling to millennials
Working with procurement
How to build trust
Using ChatGPT to support sales

MODULE 2

Acquiring New Clients

Buyer types/roles
Being active on LinkedIn
Social selling with LinkedIn
How to ‘work a conference’
Your ‘elevator pitch’
Handling inquiries
Cold emailing
Delivering capabilities presentations
Writing winning proposals
Get to know your competition
The trouble with referrals
The 1 question every prospect has
The most important thing you can do

MODULE 3

Keeping & Growing Existing Clients

Existing vs. New clients
The 2 top reasons we lose clients
Expand your reach
Client touch points
Showing gratitude
Getting personal with clients
Managing key accounts
Cross-selling & up-selling
Re-engaging former clients
Leveraging clients for ‘proof sources’

MODULE 4

Plan Your Work… Work Your Plan

Sales plan structure
Goal-setting – 3 kinds
What you can & can’t control
Tactics: activity & frequency
Planning for key accounts
Monitor your sales progress
Measuring Sales (not just $)
Your impact: the numbers tell the story

How it Works…

Step 1: The Seller-Doer Workshop™ takes place ONLINE on four consecutive Fridays. Each session lasts for about 2 hours.

Step 2: After each lesson, you’ll have a week to complete your “homework” (estimate 2-3 hours each week), where you’ll apply what you learned online to your firm’s unique business situation. And yes, we provide the workbook.

Step 3: After four lessons and four rounds of homework, you’ll ‘graduate’ with the new skills and new techniques necessary to be more effective at selling. In addition, you will also have created a customized & personalized sales plan – a repeatable process that will help drive your success for years to come.

The Seller-Doer Workshop™ Kicks-off January 10th. To register online, CLICK HERE.

Have a large group of seller-doers? Talk to us about the Sales Success Workshop™, customized to your firm’s products & services and the needs of your sales team. CLICK HERE to learn more.

Speaker bio…

Steve Henke is President and Founder of Harpeth Marketing, experts in marketing & sales solutions for the Market Research Industry. Before starting Harpeth Marketing in 2012, Steve was President of 20|20 Research for six years, tripling revenues during his time there. His background includes marketing & sales staff and management positions in several industries. In addition, he has started & managed multiple sales teams and built & delivered sales training programs to salespeople across the country. Steve is also a highly-regarded presenter in our industry, having spoken at numerous events hosted by the Insights Association (and CASRO & MRA before that), Greenbook, Quirk’s, ESOMAR and QRCA. He is also the most prolific writer about sales & marketing in our industry, having authored nearly 600 articles and a dozen eBooks.

Workshop survey results

Here are some of the results of the survey of participants taken after the July 2024 cohort:

100% of the respondents rated the workshop as Excellent or Very Good! (Overall: 4.7 out of 5 stars)
100% of the respondents rated Steve’s ‘knowledge of sales’ and his ‘presentation style’ as Excellent or Very Good!
100% of the respondents rated the workshop as having met or exceeded their expectations.

What past participants had to say…

“This was a great workshop. I could not have been happier. From the first session, I came away inspired and began implementing new ideas immediately. Each session hit an important topic and led to at least 5 ideas of how to do things better.”

William Callahan, Coax Insights Inc.

“If you are a leader or owner of a research and insight business, you need to sign up to Harpeth Marketing’s Seller-Doer Workshop. Steve is so knowledgeable and engaging and the chance to learn from and to network with peers is so valuable. Moreover, the advice, processes and wisdom in the workshops will drive the momentum and trajectory of your agency.”

Paul Griffiths
Client Advocates

“I brought my whole client-facing team to the workshop, to help both the ‘hunters’ and the ‘farmers’ elevate their game. It turned out to be a smart investment – lots of good processes and ideas to build the business!”

Jeff Goldstein, ACUPOLL

“The Seller-Doer course exceeded expectations. The 4 weeks/lessons were so well organized and I learned so much each week. Steve was such a great instructor and so personal, and I already miss the Friday classes. Thank you!”

Rachel Langer Abugov
Phase 5 Consulting Group

“The workshop exceeded my expectations. The practical guidelines and real-life examples helped to drive things home. I’ve already implemented changes based on what I’ve learned, resulting in more impactful client conversations and closed deals!”

Melissa Usseglio
RTi Research

“I really enjoyed the Seller-Doer workshop! Steve provided us with tools and knowledge that will allow us to confidently navigate selling in the market research industry, all whilst ensuring the workshop was fun and engaging. I would highly recommend participating in this workshop.”

Rebecca Perrott
Neural Sense

“Steve Henke’s Seller-Doer Workshop provides an up-to-date overview of current selling techniques. As a Doer more than a Seller, the course provided a method of how to incorporate selling techniques into my workweek that were practical and within my comfort zone.”

Jerry Arbittier
AOPS

“Steve was engaging, without the typical “sales guy” personality. He provided specific examples, templates for tools to use, and most importantly, ways to hold yourself accountable so you don’t always push selling to the bottom of your to-do list. Very motivational.”

Jennifer Murphy
Decision Analyst

“Thank you Steve for providing a well thought out program and for presenting effective solutions that build upon our existing strengths and provide ideas for continuous improvement on our sales efforts. At the end of the workshop I emerged energized and ready to ramp up our sales efforts with deepened skills. The training was expertly delivered and you kept everyone engaged and even entertained while learning.”

Amy Siadak
House of Marketing Research

“I highly recommend this course to any seller-doer. It gave me a holistic understanding of the sales process from growing existing customer revenue to expanding your client base. It also provides a step by step process for developing your own personal sales plan.”

Rob Riester
Peel Research Partners, Inc.

“Steve’s knowledge of selling across the board is readily apparent, and he communicates this information clearly and patiently. The workshop materials alone are an incredible benefit. I learned a lot and, perhaps more importantly, my philosophy about sales has been transformed. I truly think that anybody in the supplier or consultancy space would be well-served to take this class.”

Mindy Richards
Convergence Consulting

“Steve brings up the point early on that any activity breeds progress, and just participating in the seminar kickstarted my business development efforts. The seminar is very focused on action and opening up the black box that for us sellers and doers is sales. As a result of attending, I am no longer as overwhelmed and mystified of the whole business development thing and taking clear steps forward.”

Ted Kendall
TripleScoop Premium Market Research

“Steve’s seller/doer workshop is a very quick way to collect a lot of learning around the selling process and how to make a consistent sales effort. I now use it as a constant reminder to keep up the sales effort.”

Chris Hauck
Lynx Research Consulting

“The sessions were well organized, in depth and provided a platform for creating a better sales mentality for those with multiple responsibilities.”

Brad Larson
Ironwood Insights Group, LLC

“This is a highly-focused virtual “boot-camp” to get those who aren’t comfortable selling to put themselves in a healthy selling mind-set.”

Jeff Walkowski
QualCore.com Inc.

“This workshop is unique. There is no other sales workshop oriented to people working in this field. Steve really understands all our challenges. I am very happy because it’s encouraging me to start doing things in a different way and give more structure to my sales plan.”

Maria Parra
Ingenium Research

“Steve’s experience as a salesperson and trainer of research professionals really shines through – I feel like he was speaking my language!”

Beth Lutz, ACUPOLL

“MR sales is a tough proposition. It’s not like there’s a physical product that you can see, touch, and feel. Steve’s approach is all about listening to clients and hearing what their problems, issues, and/or pain points are. It’s up to us to find creative solutions in an approach that isn’t “salesy” because nobody wants to be sold to. I’ve incorporated the things I learned and am already having more success than prior to attending the training.”

Blake Puckett
Decision Analyst

“Even as a dedicated salesperson, this workshop gave me a lot to sit down and think about. My colleagues and I have a lot of action items stemming from our conversations about the workshop and the homework items, and we’re excited to take these next steps, further our relationships with both new and current clients, and ultimately win more business!”

Devin Holland
Science and Medicine Group

“Knowing Steve, I had high expectations going into the workshop… so the fact that the Seller-Doer workshop exceeded my expectations really says something!”

Matt O’Mara
Cranbrook Search

“Thanks so much! I am very glad I joined and look forward to utilizing this knowledge myself and sharing some of it with my team. The information is fantastic! I completely believe that if I utilize these skills, I can increase our revenue and my relationships.”

Liz Granahan
SyncScript

“Loved the Seller-Doer workshop. It balanced knowledge and reminders with actionable to-do’s to allow me to improve my sales processes right away. Highly recommend.”

Mira Lares
Lares Consulting Group

“The Seller Doer workshop is soup to nuts for researchers. It is a customized experience to uniquely meet our needs.”

Marta Villanueva
NuThinking, Inc.

“Insightful, engaging, and highly recommended regardless of your sales experience!”

George Brown, ACUPOLL

“Steve really knows what he’s talking about and is a great resource for researchers who find themselves needing to sell.”

Jessica Broome, Southpaw Insights

“A valuable guide to developing a sales and marketing program for those selling marketing research services.”

Philip Harriau, Caney Group

The Seller-Doer Workshop™ Kicks-off January 10th. To register online, CLICK HERE.