Consulting Matters

SEPTEMBER 7, 2021

During our chat, I tell J that he needs to identify whether he is a B2B or B2C consultant or coach - this will determine how he positions himself and answers the dreaded "What do you do?" Leading with a sales pitch. Links: Download our FREE guides and training on how to position yourself as an expert consultant and coach: [link].

B2C 156

B2C Methodologies How To B2B 156

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 49

Sales B2C Energy Efficiency 49

1 to 1

AUGUST 30, 2021

The sales world is forever altered, thanks to pandemic-fueled digital transformation across entire enterprises. In the B2B space, where relationships reign supreme, sales organizations found effective and efficient ways to conduct business with a digital-first approach that’s efficient, effective, and won’t go away any time soon.

B2B 29

B2B Sales ROI B2C 29

Harvard Business

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. And here’s an interview with Sam Lessin , former VP of Product Management at Facebook, who says he has “never successfully trained empathy.”).

Productivity 28

Productivity Management Engineering Case Interview 28

Harvard Business

DECEMBER 23, 2016

Recently, a Fortune 100 consumer product giant shifted its sales promotion strategy in India from coupons in newspapers to offers on mobile devices. The bottom line: 4G revolution is a fast train which companies must get on or they’ll be left behind. It is another internet revolution, yet again.

Strategy 28

Strategy Strategy Strategy& Banking 28