Unlike most consumer products, selling services such as law, accounting, real estate, insurance, and consulting involve higher involvement and a longer process, especially for highly regulated professions like law and medicine. Knowing the difference between the tasks involved can help. There are three basic disciplines that apply to the sales cycle for selling services – marketing, business development and client development. These three disciplines are separate, yet inter-dependent. This is a fanciful slide deck I created to illustrate the difference. Credit for the marketing part of this concept is often attributed to a Reader’s Digest article, which is in the public domain, publication date unknown. Enjoy!