May, 2021

How To Write a Blog Your Ideal Client Wants to Read

Consulting Matters

Do you know what keeps your ideal client up at night? Most blog posts aren't helpful to your ideal customer. Not only do you have to know what's on your ideal client's mind, but you need to know what they need - hint - it is NOT the process you are trying to sell.

The Essential Guide for New Managers

The Management Centre

7 Common problems for emerging managers – and how to overcome them. Stepping into management is fantastic – sort of. A huge achievement and a massive career change, yes – but which for most of us is also pretty daunting.

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Consulting Sales: 10 Techniques To Get More Consulting Clients

Consulting Success

Want to increase your consulting sales? Sales is a BIG challenge for consultants. We’ve been selling our own consulting services (and helping our clients sell theirs) for over 2 decades. So we’ve put together a list of our top 10 consulting sales techniques.

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The Upside of the Burnout Crisis

Brimstone Consulting

There is a silver lining to the burnout crisis. Leaders who recognize burnout as an organizational problem, and who take action to transform the organization and create an organizational solution, will be at a competitive advantage. “If

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!

9 Steps for Setting SMART Goals

Strategic Planning and Management Insights

Whether you look at it through the lens of business or the lens of personal life, goal setting is essential. Goal setting will be your ultimate measure of success, and will help you determine if the actions you're taking are contributing to your long term vision (or not

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Customer Experience Trends Your Business Should Consider in 2021

Strategic Planning and Management Insights

Improved customer experience has become necessary for any business. From 2020 onwards, the meaning changed completely. In the global pandemic, positive customer experience became a beacon of light for all companies.

Top 5 Responses When Your Consulting Firm Loses a Project

David A Fields

Is there a best way to respond to a prospect when they tell you they won’t be awarding your consulting firm a project? Of course there is. Losing a project is frustrating.

Growing a Consulting Firm by 500% During COVID-19 with Nadya Zhexembayeva: Podcast #185

Consulting Success

The COVID-19 pandemic has reinforced that disruptions will come again and again in business. You can only either learn to live in it or get left behind. Nadya Zhexembayeva has chosen the former.

What is a Healthy Company?

Markovitz Consulting

What is a healthy person? We can argue over specific metrics, but we’d all agree that we have to account for physical as well as mental/emotional health. What is a healthy organization? As with individuals, there will be disagreement over metrics, but clearly we have to consider financial performance, internal stakeholders (employees), and external stakeholders (community).

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.

Cultural Fit Interview Questions Ultimate Guide

Management Consulted

Chances are, if you talk to anybody preparing for consulting interviews, you won’t hear much about the fit interview. But the case interview? Almost guaranteed. So, if the cultural fit interview performance is 50% of your final interview score, why… Read Article.

Factors to consider when weighing internship offers

Tom Spencer

Applying for internships is a long process. You start with researching the companies you want to work for, followed by applying, conducting informational interviews, and going through multiple rounds of case interviews. If you do everything properly, with a little bit of luck, you will get an offer.

8 Example Case Interview Questions

CaseInterview.com

Here’s a list of Case Interview Questions that I’ve received as a candidate. Keep in mind the interview format (especially for McKinsey) has evolved since the time I went through it as a candidate.

7 Stretches that Will Totally Transform Your Consulting Firm

David A Fields

When you combine a strategic growth idea with granular prompts and a well-defined process, you can design a dramatic plan to accelerate your consulting firm. Your growth plans for your consulting firm can be evolutionary or transformative.

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.

How to Achieve Consulting Business Growth Through Elimination with Perry Marshall: Podcast #186

Consulting Success

Every business owner or entrepreneur is looking to achieve business growth but doesn’t know where to start.

Buying a Business? Don’t Overlook the Soft-Skills

Leadership Planning with Liz Weber CMC

Because of the ‘shake-out’ that’s occurred with our economy over the past year, there are more companies than ever looking to sell, and therefore, more opportunities to buy. If you’re like a few of my clients, smart acquisitions are part of your strategic plan.

Unequal America: Ten insights on the state of economic opportunity

McKinsey & Company

The inaugural McKinsey American Opportunity Survey spotlights Americans’ views on economic opportunity, the obstacles they face, and the path ahead to create a more inclusive economy. Impact on economies Public Sector Financial inclusion North America Economic Studies

4 Early Consulting Career Mistakes to Avoid

Tom Spencer

When I talk to my friends in consulting (across all firms and types of consulting), it amuses me that the early career mistakes we have made and witnessed are eerily similar across the board.

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. However, there’s no team better suited to lead that charge than the marketing department.

The Key to Effortless Marketing

The More Clients Blog

My favorite definition of effortless is “achieved with admirable ease.”. And wouldn’t it be cool if all your marketing could be (relatively) effortless? What would that look like? Is it even possible? And is this just more marketing hype? Well, let’s explore….

New Clients in the Blink of an Eye for Your Consulting Firm

David A Fields

Numerous books, articles, podcasts and videos have highlighted an interesting, if somewhat disconcerting phenomenon: people make (most) decisions quickly—sometimes in an instant—without any deep, thoughtful reasoning.

How to Charge What You’re Worth with Chris Mele: Podcast #186

Consulting Success

Software Pricing Partners help you figure out how to price your intellectual property and your services. We have one such partner onboard today to help you figure out how to charge what you’re worth. Chris Mele is a software pricing strategist and a co-founder of CompanionCabinet Software.

Failure & Resilience

CaseInterview.com

To be human is to fail, encounter obstacles, and face setbacks. To expect anything else of yourself is just a cruel exercise in demanding god-like perfection from a human being. The only way to avoid setbacks is to do nothing. The only way to never get injured is to never get out of bed.

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.”

Global VC view: Funding startups in the next normal

McKinsey & Company

The boom that tech startups have been experiencing has continued through the pandemic. Two leading venture capitalists talk about how investing in them is changing. Our Insights High Tech & Internet Telecommunications Media & Entertainment Digital

Starting Your Consulting Career as an Experienced Hire

Tom Spencer

Although a majority of people start their consulting career straight from undergraduate or graduate studies as their first full time profession, there is a substantial number of consultants who are experienced hires, coming from a prior career.

Goal Setting Frustration

The More Clients Blog

This morning, as I was preparing to write my newsletter article, I got my weekly copy of Matt Furey’s newsletter and I thought, “I can’t do much better than this today!”. So, I decided to send it out to you. Enjoy.

A Simple, Project Finder for Your Consulting Firm

David A Fields

One, easy-to remember question quickly identifies consulting projects for your consulting firm. When you encounter prospects—whether entirely new to your consulting firm or existing clients in which you could expand, you ask questions designed to surface potential engagements.

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 Use Storytelling to Increase Your Consulting Sales with Mike Adams: Podcast #189

Consulting Success

Genuine communication will always spell success for any consulting business. However, real connection with potential clients can only be achieved using the best storytelling tactics.

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267: Veronica Sagastume—How Do You Switch From A Success in Business To A Successful Business Builder?

On the Brink Podcast

Hear how to turn your big idea into a profitable business! Veronica Sagastume was a wonderful woman to interview. She represents all that we love about women who can take an idea and turn it into a great innovation and a successful business.

A customer-centric approach to marketing in a privacy-first world

McKinsey & Company

Growing limits on the use of customer data cannot simply be circumvented through technical solutions. Any sustainable first-party data strategy must have the customer relationship at its core. Marketing & Sales Insights Digital strategy and organization Digital marketing Marketing strategy

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