Consulting

Getting a Better Deal for Consulting Services

Selling consulting services at the best prices can be especially difficult when the economy is struggling the way ours is today. All business owners and managers are more concerned with reducing their costs than they are with improving performance. In these circumstances buying in consulting services is a question of saving money, and buyers trying [...]

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Where Did the Great Sales Guys Go

Sales Coach

Great sales people used to be everywhere. Others would describe them as natural born salesmen. They meant those professionals could talk to anybody, about anything, make friends with everybody and persuade Eskimos to buy freezers. You must remember some great sales guys and the ways everybody else wanted to be like them. I do. But [...]

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The Worst Mistake Consultants Make

Selling Consulting

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

Selling Consulting

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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Planning and Task Management for Getting Things Done

Management Built In

Our Planning and Task Management software could be just what you need if you find people forgetting to do things, or struggle to keep everybody in the loop with email and shared calendars, If those project management systems are more complicated and expensive than you need for your planning and task management, but you still [...]

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Where’s The Money

Selling Price

Customers paying for the sale is the ultimate objective of what we do. The sale isn’t truly closed until the customer pays the bill, and in my book also buys the lunch. So knowing how the customer intends to pay is critical for qualifying the sale. But asking how the customer will be paying for [...]

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The Worst Kind of Sales Coaching

Sales Coach

Sales Coaching like this can be dangerous when it influences people looking for straight advice about how professional sales skills. There’s more garbage talked about sales skills than there is about sex, or making money with your blog, or social media marketing. It’s all crap and winds me up because there are some unfortunates out [...]

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Strategic Plans Lose Favor

Business Internet

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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Content Led Selling in My Front Office

Business Internet

We all know business isn’t like it used to be – more competition, more demanding customers, and less interest in our marketing. These all stem from the Internet. Nowadays customers are more informed and more able to decide for themselves what they want. Old style power selling won’t work when the customer knows more than [...]

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Multi Dimensional Business Management

Management Built In

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

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