David A Fields

4 Signs the Information Your Consulting Firm Provides is Hurting Sales

David A Fields

Jordan Jamswiper, COO of the “My Toast” empire of breakfast products, revealed to you one of the company’s most vexing issues. Then Jordan asked for an overview of how your consulting firm could solve the challenge. Sounds sweet as syrup so far.

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How to make Yourself and Your Consulting Firm SUPER Productive

David A Fields

Puff your chest out and strike a superhero pose. You’re Super Productivity Person! Sigh, that’s not very catchy is it? Also, to be fair, probably neither you nor your consulting firm are achieving legendary productivity day in and day out. You could, though, using the approach outlined below.

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Why Prospects Ignore Your Consulting Firm’s Great Content, and What to Do About It

David A Fields

You may have fabulous content and ideas to share with your consulting firm’s prospects and clients, and you may even have provocative titles that attract readers, listeners and viewers to your content.

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.

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!

10 Impressive, Consulting Firm Achievements that Require Only One, Small Act

David A Fields

You deserve congratulations for your accomplishments so far. Your consulting firm, whether big or small, thriving or struggling, is a manifestation of your intention and commitment to create value for others. Could you achieve more? Much, much more? Definitely.

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.

Rejected Again? Improve Adoption of Your Consulting Firm’s Solutions

David A Fields

What could be more discouraging for you and your consulting firm than promoting a fantastic solution… that prospects and clients don’t adopt? Ask the inventors of the 1964 AT&T Picturephone what they think about the novelty of Zoom calls!) You can overcome that problem.

Are You Making this Rookie Mistake at Your Consulting Firm?

David A Fields

Plenty of athletes earn fame and recognition for their brilliant, first year (a.k.a., their rookie year). They’re showered with champagne, praise and confetti… which sticks to the champagne—that part wasn’t well planned out.

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.)

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.

Consulting Firms, Don’t Stop Saying This! (Even Though It’s Tempting)

David A Fields

You’ve told your consulting clients the keys to success, and you’ve reminded them. More than once. By the way, you’ve also made these core principles clear in your articles and webinars. We’re talking about the fundamentals you communicate to virtually every one of your consulting firm’s clients.

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.

10 Tough-Times Strategies for Consulting Firms

David A Fields

You’re swimming in a vast sea of stressful news and, given today’s reality, you’re well within your rights to feel anxious, nervous and uncertain about how your consulting firm should proceed. Clients are shutting down their operations; workshops and meetings are being called off; in fact, the entire economy appears to be headed for an … Continued. The post 10 Tough-Times Strategies for Consulting Firms appeared first on David A. Fields. All Articles Consulting Consultants

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. On the other hand, you know who’s in the same boat as your consulting firm and casting about for … Continued. The post 5 Partners Your Consulting Firm Should Call This Week appeared first on David A. Fields.

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.

The Three Vital Signs Your Consulting Firm Should Track

David A Fields

If you love data and can gaze lovingly for hours at a well-crafted spreadsheet, then you may hanker for a vast array of meters to judge the progress of your consulting firm; something like an airplane cockpit.

10 Positive Facts Your Consulting Firm Should Obsess Over During This Crisis

David A Fields

There are so many voices fixated on the disaster unfolding around us, that you could easily be swept into a torrent of anxiety, fear and panic. In truth, there is real reason for concern and you absolutely should heed the direction of medical leaders. At the same time, you and your consulting firm will benefit … Continued. The post 10 Positive Facts Your Consulting Firm Should Obsess Over During This Crisis appeared first on David A. Fields. All Articles Consulting Consultants

Do You Practice These 7 Tips for Proper, Consulting Firm Distancing?

David A Fields

These days, maintaining physical distance preserves your health and protects those around you. News Flash: Mental and emotional distance between you and your business bolsters your health, happiness, and the success of your consulting firm. All entrepreneurs tangle themselves in their businesses. As a consulting firm leader, this issue is magnified. The separation between you … Continued. The post Do You Practice These 7 Tips for Proper, Consulting Firm Distancing?

The 10 Most Powerful Consulting Skills for This Moment in History

David A Fields

Extraordinary times present you and your consulting firm with the opportunity to make extraordinary contributions. You can employ the toolkit you’ve assembled for consulting to support broader, deeper impact. As noted here, you’re already doing good by promoting your consulting firm, building relationships, helping clients and sending chocolate-covered espresso beans to worthy colleagues. There’s room … Continued.

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.

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. Hence, when Bethany Buttonwerk asked you why her company should work with your consulting firm instead of others she’s … Continued. The post A Superior Response to “What Makes Your Consulting Firm Better?” ” appeared first on David A. Fields.

5 Pro Tips for Transforming a Lockdown into Killer Testimonials

David A Fields

Your consulting firm’s prospects and clients are settling into the video call format. Other than the relationship-building advantages of video, has this newly-accepted communication medium ushered in any valuable opportunities for your consulting firm? You betcha. Video testimonials are where it’s at. Any testimonial from a happy client builds credibility for your consulting firm. However, … Continued.

Video 230

Stand Out from the Digital Clutter [A Key Lesson for Consulting Firms]

David A Fields

Your consulting firm has adjusted to the lack of in-person meetings, conferences, meals, and walk-the-halls opportunities. Since you can’t attract or court Belinda Buyalot in person, you’ve moved your consulting firm’s visibility-building, marketing, and business development efforts online. So has everyone else. The digital world is a dense, tangled jungle of feeds, streams, messages, blogs, … Continued.

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. I’d like to invite you to consider a … Continued. The post 9 Quantum Leap Questions for Your Consulting Firm appeared first on David A. Fields. All Articles Consulting Consultants

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.”

If Your Consulting Firm’s Offering Isn’t Attracting Enough Clients, Try This…

David A Fields

If your consulting firm’s offerings aren’t generating gleaming stacks of revenue, it’s time to develop a Level 3 Offering. You’re not alone if the projects that sustained your consulting business in the past have recently become difficult to close. Prospective clients are confused about how to please their own customers, or are caught in the … Continued. The post If Your Consulting Firm’s Offering Isn’t Attracting Enough Clients, Try This… appeared first on David A.

3 Steps to Develop Big, New Ideas for Your Consulting Firm

David A Fields

How do you consistently create powerful ideas that stimulate every aspect of your consulting firm? Below, we’ll explore one, straightforward, reliable approach. Have you ever read or heard an innovative idea and reflected, “Man, I wish I had thought of that?” Ideas like employing artificial intelligence to shortcut your client assessment process, or building a … Continued. The post 3 Steps to Develop Big, New Ideas for Your Consulting Firm appeared first on David A. Fields.

How You Should Reach out to Your Consulting Firm’s Contacts Now

David A Fields

Your clients and prospects need help right now, no matter what industry they’re in. And your consulting firm has needs too. Little things like projects, revenue and Kreuther’s chocolates. You know that your consulting firm’s contact list—clients, prospects, influencers, partners, etc.—is is the lifeblood of your business and the source of a better future. So, how … Continued. The post How You Should Reach out to Your Consulting Firm’s Contacts Now appeared first on David A. Fields.

10 Triggers that Set Off Growth Explosions at Your Consulting Firm

David A Fields

Is there a way to make your consulting firm’s business development efforts easier, stable and more effective? Yeparoonie. There sure is. Visibility-building undergirds your consulting firm’s endeavors to attract clients. And investing ongoing, consistent energy and time is required to reliably produce prospects and leads. In contrast, haphazard, sporadic efforts yield disappointing results. Unfortunately, visibility-building … Continued.

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.

The Success Ladder: A Simple, Powerful Tool for Your Consulting Firm

David A Fields

You can install a simple, powerful tool at your consulting firm that will stimulate progress toward your goals. In a nutshell, the Success Ladder captures the best of your successes and supports the process of continuously raising your game. There’s explosive elegance in combining a couple of basic principles to produce spectacular results. For example, … Continued. The post The Success Ladder: A Simple, Powerful Tool for Your Consulting Firm appeared first on David A. Fields.

Tools 188

Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times

David A Fields

Your consulting firm has probably encountered more resistance from prospective clients than usual over the past eight weeks. Fortunately, you can understand and overcome the elevated stumbling blocks. The basics of winning consulting projects haven’t changed. Keep them moist and use lots of butter. No, wait. That’s for sheets of phyllo dough. To win consulting … Continued. The post Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times appeared first on David A.

A More Powerful Way to Communicate Your Consulting Firm’s Promise

David A Fields

Is your consulting firm like toothpaste? In case you’re scratching your head, trying to figure out where this is going, there’s an easy answer: No. Of course not. Your offering isn’t creamy and there’s no limit to how much consulting you can bring on a plane. But adopting a classic marketing strategy used to sell … Continued. The post A More Powerful Way to Communicate Your Consulting Firm’s Promise appeared first on David A. Fields. All Articles Consulting Consultants

Your Comprehensive Guide to Marketing Tactics for Consulting Firms

David A Fields

Your Challenge: Can you come up with even one tactic that’s not on the list below? Bonus points if you post two or more tactics.) Have you ever wanted to co-write an article because writing your own stuff is hard and takes time? Woo hoo, here’s your chance! In the next part of this two-article … Continued. The post Your Comprehensive Guide to Marketing Tactics for Consulting Firms appeared first on David A. Fields. All Articles Consulting Consultants

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.