Sat.Nov 14, 2020 - Fri.Nov 20, 2020

How Are You Staying Sane Right Now?

The More Clients Blog

The combination of the presidential transition and the growing coronavirus pandemic is throwing life as we know it into confusion and uncertainty. I’m doing my best to stay sane, but it’s not easy. I am….

Video 62

What Happens When a Leader Spells Team with an ‘I’?

Leadership Planning with Liz Weber CMC

We’ve all heard the old saying, “There is no ‘I’ in team.” When you hear it, you probably want to roll your eyes as you think to yourself, “Ugh! That’s so cliché and corny!”

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Three steps to create more diverse consulting firms

The Source

We’ve written before on this blog about the consulting industry’s historic challenges around diversity and inclusion; while firms are no longer the “old boys’ clubs” they once were, most still have a long way to go before they become truly reflective of the societies in which they operate.

Rainmaker for Your Consulting Firm? The 10 Attributes You Need to Succeed

David A Fields

“Self,” you say to the warm, approachable person contemplating you from the mirror, “I’d like to win <fill in amount> of consulting next year.” Or you say, “Self, I’d like other people in my firm to win <fill in amount> of consulting next year.”

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!

The WINNING Consulting Proposal Template (& 7 Proposal Writing Tips)

Consulting Success

Wondering how to write a consulting proposal? Want to use a consulting proposal template that increases your chance of winning the business? Here’s what most consultants — especially newer ones — don’t know… The consulting proposal is misunderstood.

More Trending

Using ecosystems to reach higher: An interview with the co-CEO of Ping An

McKinsey

Expect digital to further blur industry lines, supercharge scalability, and loosen geographical restraints for professional services, says Jessica Tan. Asia-Pacific

242: Chris Diming—Isn't It Time For A Little Anthropology in Your Business?

On the Brink Podcast

Hear how anthropology can help your staff return to the workplace. What an amazing podcast we have today. Listen in as three anthropologists talk about what the nature of work will be in the near future.

Tools 61

Building The Ideal Company Culture With HR Consultants Erin Mies & Kristen Ireland: Podcast #163

Consulting Success

Company culture is at its most pronounced state in the cofounding pair. With nothing to serve as a buffer between the two different personalities, it is a culture that either works or doesn’t.

8 Tips for Running a Productive Virtual Meeting

Tom Spencer

Reading Time: 4 minutes. It’s been a while since we were distanced from the office, and it’s not looking to end anytime soon. Many tech companies such as Microsoft have announced that they plan to let employees work remote permanently. Working from home is the new normal.

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.

Think fast: How to accelerate e-commerce growth

McKinsey

The most critical tools in successful e-commerce expansion are customer-centricity and a test-and-learn mindset. Digital Insights

Tools 111

Friday Fusion: November 20, 2020

Tsavo Neal

What are the top traits of a hugely successful salesperson? You’ve seen them before: some people are just born great at sales. Others? Not so much. However, I think that sales is a skill that can be developed. In Andrew Sobel’s new book, It Starts With Clients , he talks about the habits of a rainmaker — a highly successful salesperson. Here are a few of those habits: Adopt the advisor mindset rather than the expert-for-hire mindset.

Tools 60

What content marketing makes sense?

Kai Davis

A reader question through my reader survey ( [link] ). They ask: How can I best reach potential buyers/decision-makers? The most obvious content marketing seems to be more relevant to peers than clients….

Can’t agree on the way forward in the crisis?

The Source

How many of the following challenges does your consulting firm face? Please select all those that apply: 1. We’re designing new services and products that will appeal to clients in the current climate. We’ve reorganised so that previously separate teams will work together more to deliver these.

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.

Eight lessons on how to get the growth you planned

McKinsey

Now is not the time to slow down. Growth initiatives are critical for value creation, even survival, throughout an economic cycle. Strategy & Corporate Finance Insights

How To 108

(LIVE) Using Strategy to Build Long Term Resilience w/ David Yetman

Strategic Planning and Management Insights

Business strategy live training resilience

3x Growth

Kai Davis

I’ve been thinking a lot about growth lately in three different contexts: Marketing growth. What does it mean to apply growth marketing principles, but from a mindset of abundance (e.g., there’s enough for me and you and we can both play the long-game) instead of scarcity (e.g.,

Mobile Commerce Projected to Represent 54% of Online Transactions by 2021

Think Customers

What’s next for mobile commerce in a world transformed by COVID-19? What new expectations do customers have and how can brands be prepared?

Agile 52

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 case for stakeholder capitalism

McKinsey

Consumers and society at large are expecting more from business. Embracing these responsibilities can help shareholders, too. Strategy & Corporate Finance Insights

How to Assess Your Workplace Culture

Strategic Planning and Management Insights

The COVID-19 pandemic and resulting economic recession have radically altered how businesses operate, creating significant changes to business strategies, workplace culture and the employee experience.

Get Out on the Field

Alan Weiss

I was watching a football game played in a torrential downpour last night. Everyone showed up, no one complained, they did their jobs. It was decided on the final plays.

Make Mindfulness a Habit

Harvard Business

Four tips to improve your follow through. Stress Emotional intelligence Psychology Digital Article

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.”

Organizing for speed: Agile as a means to transformation in Japan

McKinsey

Japanese working practices may help or hinder the adaptation of agile approaches that can increase an organization’s speed and customer centricity. Addressing five main areas can allow leaders to master the transition to enterprise agility. Insights on Organization

The Deep Dark Web and More Scary Things

Martinka Consulting

It’s Halloween season so let’s discuss scary things. I recently took advantage of the offer from www.cyberstreams.com to have them run a free Dark Web scan. As I’m writing this, I get a weekly newsletter from Sweeney Conrad CPA firm and one of the articles is titled, “Email attacks up 667% following rise of COVID-19 worldwide.” The statistics are from (cyber) security firm Barracuda. Obviously, the slimy bad guys (and gals) are out there and after us more than ever.

How to Better Sell Value

LSA Global

Does Your Sales Team Need to Learn How to Better Sell Value? Sales experts the world over tout the benefits of learning how to better sell value. But does it really make a difference in results? The Value of Selling Value.

What Inclusive Leaders Sound Like

Harvard Business

Researchers identified what they say — and how they say it. Leadership Diversity Digital Article

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.

Meeting the future: Dynamic risk management for uncertain times

McKinsey

The world is changing in fundamental ways, leading to dramatic shifts in the landscape of risks faced by businesses. Risk Insights

Entitlement fails

Seth Godin Blog

An attitude of entitlement doesn’t increase the chances you’ll get what you want. And it ruins the joy of the things you do get. Win or lose, you lose

36

3 Steps to Create a Better Employee Experience

LSA Global

Defining the Employee Experience. The employee experience represents the totality of an employee’s perceptions of their employer – from initial brand perceptions during the recruiting process through to becoming an alumnus.