Expert insights. Personalized for you.
People seem to wonder what I mean by “peripheral skills,” which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I’m sure you’ve all experienced. MORE
I’ve never understood consultants who are flummoxed by a prospect saying, “Others can do this cheaper than you.” ” Do you shop for the cheapest heart surgeon, or mechanic for your car, or roof repairer? MORE
These crowds we see on the news defying requirements for safety at the beaches and parks surely aren’t surprising. There is a pent-up need to be “normally social” once again. MORE
52 
I’m astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product. MORE
A meeting with a prospect is not an adversarial relationship. I’ve heard “sales experts” spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you. MORE
Preventive action is far superior to contingent action, because it saves money, time, embarrassment, and sometimes, lives. MORE
Some counterintuitive advice: The people who most need consulting and coaching and advising right now are strong people, successful people. Because they are willing to lead boldly on past these crises and help everyone to succeed. MORE
52 
We’ve learned a great deal about the efficacy of virtual meetings and delivery. These are important additions to our capabilities. But don’t think these replace meeting with ideal buyers in peer-level relationships. MORE
I think it’s time to remind everyone that money and time are priorities, not resources. In other words, “I don’t have the budget” or “This isn’t a good time” are specious excuses. There IS time and there IS money, but they are invested elsewhere. MORE
There will inevitably be new, “hybrid” offices evolving. MORE
Peter Drucker has always been a hero of my heroes, the virtual “inventor” of strategy. But that approach, of older men, taking their time, analyzing data, planning for five or even ten years ahead in a predictable, mostly domestic economy, is forever obsolete. MORE
Help your clients set their “acceleration” for moving from “lockdown” to partial to full operations. That will be different for every business. Too slow and others will pass them by. Too fast, and they may well spin out of control. MORE
This morning a very popular and professional local radio host commented that there was an article, he was told, in the New England Journal of Medicine, pointing out that masks were not an effective preventive for the coronavirus. MORE
The inertia has now swung toward “opening up.” ” It’s a time to be thankful and gracious. Don’t expect the old service levels immediately, and expect some people to be difficult and ornery—because they’re scared. MORE
56 
A restaurant we’ve patronized since it first opened on a weekly basis, including take-out during the crisis, apparently was taking people on a first-come basis once in a new “phase” here. However, a masked hostess, standing six feet away, who is obviously new and I’d never met, told us we needed a reservation and we couldn’t be seated, and that was that. MORE
People are asking me the same question over and over, so I’ve become pretty adept at the answer. Best practices as the economy reopens: Call everyone of consequence (buyers, recommenders, prospects) until you reach them on the phone. Offer help. Don’t talk about money or projects. MORE
Even people who purport to be sophisticated sales professionals or “experts” resort to using “pitch” to describe approaching a prospect. The dreaded—and fictitious—”elevator pitch” is supposed to represent how to influence someone between floors. MORE
How Do You Interact with Your Customers and Prospects in Time of Crisis and Uncertainty? . I’ve long preached that not all customers are alike, and the customers themselves most certainly are not always right. They often know what they want but not what they need.) MORE
Stop making presentations to people and start holding conversations. Focus on results and outcomes. Assume you’re having a drink or a meal with a friend. Would you whip out a PowerPoint exhibit? Conversation leads to conversion. Business of Consulting MORE
52 
My heavy-duty, Fortune 500 career occupied about 25 years of my life (before I transitioned to entrepreneurs and professional services providers). I worked with the best of the best in many cases, and learned more than any formal education could ever provide. MORE
Someone on Linkedin is advertising an “authentic elevator pitch.” ” Isn’t this the planet Earth in 2020? Business of Consulting MORE
A proposal for consulting, advisory, and/or coaching services should be about 2.5 pages and take you 20 minutes to create. That’s because you should already have conceptual agreement with the buyer, and a proposal is a summation of prior agreement, not a negotiation or an exploration. MORE
Why are consultants (and other professional services providers) so surprised when a buyer says, “We have no budget for you,” or, “Our budget has been frozen.” MORE
Our ducks line up (or sleep) on the driveway, and everyone from our guests to UPS has to stop or carefully drive around them. Our pool guys get out of their truck and chase them. All of this reinforces the ducks’ behavior because they sense no danger. MORE
52 
I think a lot of people, from business owners to consumers, from investors to entrepreneurs, will be receptive to the question, “If not now, when?” ” This isn’t a time for savings, it’s a time for growth. MORE
67 
If you’re writing articles without real-world, contemporary examples to which the reader can relate, you’re merely writing conceptual pieces which aren’t going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated. MORE
I’ve been advocating for a long time shorter strategy formulation sessions, quicker implementation of the plans, and more frequent adjustments. Strategy is not holy writ, it’s simply the best thinking at the moment. Well, we’ve seen how radically that moment can change. MORE
Throughout my consulting career I’ve heard the plaintive lament, “She just won’t change,” and “He’s hopeless, there’s no way to persuade him.” ” This applies to adults at work and children at home, to both genders, to all ages. MORE
Alan Weiss
JUNE 4, 2020
Even people who purport to be sophisticated sales professionals or “experts” resort to using “pitch” to describe approaching a prospect. The dreaded—and fictitious—”elevator pitch” is supposed to represent how to influence someone between floors.
Alan Weiss
JUNE 6, 2020
I think it’s time to remind everyone that money and time are priorities, not resources. In other words, “I don’t have the budget” or “This isn’t a good time” are specious excuses. There IS time and there IS money, but they are invested elsewhere.
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Alan Weiss
JUNE 9, 2020
This morning a very popular and professional local radio host commented that there was an article, he was told, in the New England Journal of Medicine, pointing out that masks were not an effective preventive for the coronavirus.
Alan Weiss
JULY 1, 2020
A meeting with a prospect is not an adversarial relationship. I’ve heard “sales experts” spout that someone makes a sale, either you with your product or service, or the prospect by rejecting you.
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
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Alan Weiss
JUNE 27, 2020
Throughout my consulting career I’ve heard the plaintive lament, “She just won’t change,” and “He’s hopeless, there’s no way to persuade him.” ” This applies to adults at work and children at home, to both genders, to all ages.
Alan Weiss
APRIL 29, 2020
I think a lot of people, from business owners to consumers, from investors to entrepreneurs, will be receptive to the question, “If not now, when?” ” This isn’t a time for savings, it’s a time for growth.
Alan Weiss
FEBRUARY 10, 2020
Preventive action is far superior to contingent action, because it saves money, time, embarrassment, and sometimes, lives.
Alan Weiss
JUNE 21, 2020
My heavy-duty, Fortune 500 career occupied about 25 years of my life (before I transitioned to entrepreneurs and professional services providers). I worked with the best of the best in many cases, and learned more than any formal education could ever provide.
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Alan Weiss
JUNE 19, 2020
I find that in organizations, and individually, people do what’s easy instead of what’s necessary. They spend more time on computer backups, software, and gizmos than they do on trying to meet buyers.
Alan Weiss
JUNE 15, 2020
Our ducks line up (or sleep) on the driveway, and everyone from our guests to UPS has to stop or carefully drive around them. Our pool guys get out of their truck and chase them. All of this reinforces the ducks’ behavior because they sense no danger.
Alan Weiss
NOVEMBER 11, 2019
People seem to wonder what I mean by “peripheral skills,” which are skills not immediately critical to your profession but do tend to set you apart. A brief example, which I’m sure you’ve all experienced.
Alan Weiss
JULY 7, 2020
A restaurant we’ve patronized since it first opened on a weekly basis, including take-out during the crisis, apparently was taking people on a first-come basis once in a new “phase” here. However, a masked hostess, standing six feet away, who is obviously new and I’d never met, told us we needed a reservation and we couldn’t be seated, and that was that.
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
Alan Weiss
DECEMBER 7, 2019
I’ve never understood consultants who are flummoxed by a prospect saying, “Others can do this cheaper than you.” ” Do you shop for the cheapest heart surgeon, or mechanic for your car, or roof repairer?
Alan Weiss
MAY 18, 2020
The inertia has now swung toward “opening up.” ” It’s a time to be thankful and gracious. Don’t expect the old service levels immediately, and expect some people to be difficult and ornery—because they’re scared.
Alan Weiss
JUNE 7, 2020
Some counterintuitive advice: The people who most need consulting and coaching and advising right now are strong people, successful people. Because they are willing to lead boldly on past these crises and help everyone to succeed.
Alan Weiss
JUNE 5, 2020
We’ve learned a great deal about the efficacy of virtual meetings and delivery. These are important additions to our capabilities. But don’t think these replace meeting with ideal buyers in peer-level relationships.
Advertiser: ZoomInfo
This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.
Alan Weiss
MAY 31, 2020
Someone on Linkedin is advertising an “authentic elevator pitch.” ” Isn’t this the planet Earth in 2020? Business of Consulting
Alan Weiss
MAY 27, 2020
These crowds we see on the news defying requirements for safety at the beaches and parks surely aren’t surprising. There is a pent-up need to be “normally social” once again.
Alan Weiss
MAY 22, 2020
Stop making presentations to people and start holding conversations. Focus on results and outcomes. Assume you’re having a drink or a meal with a friend. Would you whip out a PowerPoint exhibit? Conversation leads to conversion. Business of Consulting
Alan Weiss
MAY 20, 2020
Peter Drucker has always been a hero of my heroes, the virtual “inventor” of strategy. But that approach, of older men, taking their time, analyzing data, planning for five or even ten years ahead in a predictable, mostly domestic economy, is forever obsolete.
Advertiser: ZoomInfo
Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.
Alan Weiss
OCTOBER 22, 2019
I’m astonished by how little designers (cars, hotel rooms, appliances, furniture, etc.) consult with their perspective customers before they produce the final product.
Alan Weiss
MAY 3, 2020
I’ve been advocating for a long time shorter strategy formulation sessions, quicker implementation of the plans, and more frequent adjustments. Strategy is not holy writ, it’s simply the best thinking at the moment. Well, we’ve seen how radically that moment can change.
Alan Weiss
JANUARY 26, 2020
A proposal for consulting, advisory, and/or coaching services should be about 2.5 pages and take you 20 minutes to create. That’s because you should already have conceptual agreement with the buyer, and a proposal is a summation of prior agreement, not a negotiation or an exploration.
Alan Weiss
MAY 2, 2020
There will inevitably be new, “hybrid” offices evolving.
Advertiser: ZoomInfo
Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”
Alan Weiss
SEPTEMBER 14, 2019
If you’re writing articles without real-world, contemporary examples to which the reader can relate, you’re merely writing conceptual pieces which aren’t going to persuade prospects. Think of all those awful college professors who merely read their notes and pontificated.
Alan Weiss
MARCH 18, 2020
How Do You Interact with Your Customers and Prospects in Time of Crisis and Uncertainty? . I’ve long preached that not all customers are alike, and the customers themselves most certainly are not always right. They often know what they want but not what they need.)
Alan Weiss
APRIL 22, 2020
Why are consultants (and other professional services providers) so surprised when a buyer says, “We have no budget for you,” or, “Our budget has been frozen.”
Alan Weiss
APRIL 20, 2020
Help your clients set their “acceleration” for moving from “lockdown” to partial to full operations. That will be different for every business. Too slow and others will pass them by. Too fast, and they may well spin out of control.
Advertiser: ZoomInfo
As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.
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