On the Brink

Work Remotely, Are You Kidding Me?

On the Brink

These times are presenting us with a new world where most of us are working remotely or, maybe, will be doing so shortly. The pandemic crisis is here, and the best solution is to separate us all. It is an important time to have to learn new skills. And even enjoy morphing into your new daily routine. For most of us, we hate this type of crisis-induced change. behavior change culture change expert remote workforce

How to Be an Effective Consultant on Virtual Projects

Successful Independent Consulting

Photo by Euan Cameron on Unsplash. As independent consultants, we’ve all worked remotely to some extent but now we are working virtually 100%. And likely, this isn’t temporary. Many companies are already saying they won’t require every employee to return to the workplace this calendar year.

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How To Break Past Revenue Plateaus In Your Consulting Business With Josh Long: Podcast #150

Consulting Success

Do you own a business, but finding it hard to break past revenue plateaus? A lot of business strategies claim to make your business grow and increase your profit margins. Unfortunately, most of them don’t work, wasting your time and money.

B2B 217

The Perfect Dashboard for Consulting Firms

David A Fields

You can create the perfect dashboard for your consulting firm by combining two ideas we’ve explored previously.

The Best Sales Forecasting Models for Weathering Your Goals

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!

$100M Business Growth Strategies For Consultants With Cameron Herold: Podcast #154

Consulting Success

Business growth is a common goal for the majority of business owners. Cameron Herold, the Founder of COO Alliance, joins Michael Zipursky on today’s episode to share business growth strategies that he has been personally using. Sharing the story of how he built up 1-800-GOT-JUNK?

The Psychology Of Success For Consultants & Entrepreneurs

Consulting Success

Do you feel like you can achieve a lot more in your life and business…but you’re not sure what that next step is? Or that you have some sort of mental roadblock preventing you from becoming the person you want to become?

How to Rekindle Relationships with Your Consulting Firm’s Buyers

David A Fields

Every decision maker who’s regularly in conversation with your consulting firm is a high-potential source of projects and revenue. But if you’ve been out of touch with a prospect, restarting the relationship can feel awkward. The script below will help.

9 Steps from a Small, One-Off Gig to a High-Value Consulting Engagement

David A Fields

Sambar “Sam” Whitetail, CEO of Ungulate Chocolates asks your consulting firm to facilitate a one-day work session. Wonderful. You generally don’t fawn over executives who offer small engagements; however, Sam’s well connected and Ungulate’s owned by a PE company with a herd of prospective clients.

How To Win Consulting Sales Using Visual Models with Simon Bowen: Podcast #153

Consulting Success

Why is the visual side more compelling? In this episode, Simon Bowen, Creator of The Models Method, joins Michael Zipursky as they talk about improving sales and helping businesses communicate a winning strategy by using visual thinking and models.

Sales 160

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

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.

Keys To Scale & Grow Your Consulting Firm With Bruce Eckfeldt: Podcast #151

Consulting Success

Planning to scale and grow your consulting firm? You might as well prepare to undergo all the changes that go with it, especially when it comes to your role as a leader.

Invest In Yourself: How To Build Wealth Through Your Business

Consulting Success

When’s the last time you invested in yourself? Or, if you’re a business owner, how often do you invest in your business? One of the primary reasons people start a business is to build wealth.

How To 173

5 Partners Your Consulting Firm Should Call This Week

David A Fields

Many of your consulting firm’s prospects are caught in the eddies of crisis and battling to stay afloat. While they appreciate your relationship-building calls, unfortunately, they’re too preoccupied to fully engage in deep conversations with you.

How To Develop Self-Mastery In Consulting With Mike Kitko

Consulting Success

A lot of consultants are hired for their expertise in a certain field and their familiarity with specific subject matters or jargon, but one of the more underrepresented aspects of consulting is building mastery over oneself.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

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.

Designing An Irresistible Consulting Sales Presentation With Nancy Duarte: Podcast #140

Consulting Success

Business consultancy relies on your ability to have your audience believe that you can help them scale their businesses. An irresistible consulting sales presentation can be a powerful tool to deliver that impact.

Sales 222

The 7 Greatest Gifts You Can Give Your Consulting Firm

David A Fields

Imagine how fun this would be at your consulting firm: you and your colleagues launch every day with a towering pile of valuable gifts that will make the hours more productive and effective. You can have that. In fact, you, personally, can create that scenario. Well, one of you can. See below.)

Building A World-Class Leadership Consulting Practice With Dan Rockwell: Podcast #152

Consulting Success

Many of us write but fail to get the traction we want for our business or brand to thrive. In this episode, Michael Zipursky talks with Dan Rockwell, the author and owner of Leadership Freak, to share with us his success story of building a world-class leadership consulting practice from writing.

Your Consulting Firm’s Critical, Oft-Ignored Strategic Guidewire

David A Fields

Consulting is an enormously fun business. Fun in a “get your hands dirty and muck around in the mud while eating designer truffles” kind of way.

Marketing-Led Post-COVID-19 Growth Strategies

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.

The Discovery Session: How to Create & Sell Introductory Services

Consulting Success

Have you ever spoken to an ideal client and sent in a proposal feeling like it’s a guaranteed juicy new piece of business… …only for them to get cold feet out of nowhere — and respond to your proposal with “we’ll get back to you on this at a later date?” It hurts, huh?

A Superior Response to “What Makes Your Consulting Firm Better?”

David A Fields

You know a rain barrel full of reasons why your consulting firm is better than other firms that do what you do. Among the reasons, of course, is you. Your experience and ideas and unique perspective.

Leadership in World 2.0 is Going to Look a Lot Like World 1.0

Markovitz Consulting

Bah humbug! I’m tired of hearing about how much business and leadership is going to change in the “World 2.0.” It’s not. The fundamental principles of good business transcend the effects of COVID-19, the shift to work from home, new technologies, and all the other changes we’re living with now. To be sure, if you own cruise ships, an airline, or a live concert venue, you’ll have to deal with serious changes to your business models for a while.

Six problem-solving mindsets for very uncertain times

McKinsey

Even the most inscrutable problems have solutions—or better outcomes than have been reached so far. Here’s how the best problem solvers crack the code. Strategy & Corporate Finance Insights

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

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.”

The undisputed importance of appearance and how to get it right

Tom Spencer

Reading Time: 4 minutes. When you walk into an interview, even before you speak, shake hands or talk through your resume, something else is doing a lot of talking in your behalf: your appearance. Even though your clothes do not speak, they communicate a lot about you.

The Consultant's Role: How to Position Yourself for Maximum Influence

Consulting Matters

Are you thinking about becoming a consultant but not sure what the consultant's role entails? Are you currently a consultant and tired of shadow boxing negative stereotypes about this role and want to be seen as an essential strategic partner to executives?

How To 156

9 Quantum Leap Questions for Your Consulting Firm

David A Fields

You could answer a debate my team and I have engaged in: the best way to create a quantum leap in a small consulting firm’s performance. Plenty of folks are chattering about how your consulting firm can survive or stabilize in the face of an economic downturn.

The hidden perils of unresolved grief

McKinsey

The pandemic is fueling a wave of grief and loss that threatens to derail leaders and hurt organizations. Yet when addressed, grief can be a creative force that turns loss into inspiration. Insights on Organization

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Marketing Ops: The New Revenue Hero

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.

How To Become A Consultant: Quit Your Job & Get Your First Client

Consulting Success

Do you want to know how to become a consultant? If you’re looking to quit your job and start a business, a consulting business is one of the best businesses to start.

From there to here: 50 years of thinking on the social responsibility of business

McKinsey

Milton Friedman’s pathbreaking essay on corporate purpose was published on September 13, 1970. How much has management thinking evolved? Corporate Purpose

Business Development and Networking During a Pandemic Lockdown

Successful Independent Consulting

The #1 FUD (fear, uncertainty, doubt) among independent consultants involves business development. Will I be able to find enough work? How can I develop a steady pipeline of leads? I don’t know how to do sales!

Ecosystem 2.0: Climbing to the next level

McKinsey

After a first wave of trials, incumbents are shaking up value chains to attract new ecosystem customers—and tap potentially huge pools of value. Digital Insights

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What We Learned From Our Own Data-Driven ABM Strategy

ZoomInfo has created the following eBook to help other B2B organizations gain insights on how to launch their own data-driven ABM strategy. In this eBook, we will reveal the good and the bad from our own campaign and highlight some key takeaways on how to improve your ABM strategies moving forward.