Consultant

What Do You Call A Salesman You Can Trust

Sales Coach

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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Translating Consultant Gobbledegook

Uncategorized

New entrepreneurs need start up advice in simple, direct language.  Not consultant speak intended to confuse and impress.  They have enough problems, with all the B/S they get from government agencies (who nothing about the subject), vendor marketing pitches designed to part them from their start up cash. The last thing start up entrepreneurs need [...]

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The Worst Mistake Consultants Make

Sales Manager

Of all the mistakes consultants make, the worst is knowing the answer before they ask the question. That might be good sales practice in product or services businesses but it’s an absolute disaster when selling consulting. Clients want to hire consultants to help define their issues, not sell them canned solutions. It’s obvious really. For [...]

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Secrets to Selling Consulting

Sales Manager

Selling consulting is different to selling product and nobody teaches how to do it. In fact very few know how to do it. Consulting is mostly sold by consultants, and they don’t train sales guys. Why does this matter? Who cares? Sales is sales, right? Or that’s what the motivational guys would have us believe. [...]

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Strategic Plans Lose Favor

Internet Enabled Business

And as if by magic, I’ve barely finished the previous post explaining you can stuff strategy, today everything is about tactics here’s a blog from a consultant saying the same thing. I wonder if Gartner clients are as confused as me? A very interesting article in today’s Wall St. Journal quoted several sources that clearly [...]

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Exciting New Service for Entrepreneurs and Start Ups

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This is really quite special and something every entrepreneur should take a look at. I’m not sure about you, but I get tired paying those outrageous fees to lawyers, accountants, consultants etc. Now we have a choice.  We can join this new service and get support from on-line consultants for a fraction of the cost [...]

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With Software Tracking Sales Consultants Bill More Hours

SPPM

Andy is one of those guys – the ones who call to see the CEO, but nobody ever really knows what was said. He’s a management consultant working in the stratosphere of Mergers and Acquisitions.  He doesn’t get involved in the finance.  He helps companies understand the challenge of overcoming clashes of culture when two [...]

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