Sat.Dec 05, 2020 - Fri.Dec 11, 2020

Lead Generation for Consulting Firms: 4 Essential Rules to Follow

David A Fields

If your consulting firm had more leads, you’d close more projects. Therefore, investing in lead-generation activities and programs seems logical for your consulting firm, right? Maybe. Let me share what my team and I have learned.

Tips for Sending Successful Messages on LinkedIn

Tom Spencer

Reading Time: 4 minutes. Due to COVID-19 and the lack of physical interaction the “virtual coffee chat” has become a thing.

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Sales Acceleration is Possible, Even in a Pandemic

Think Customers

There’s no doubt the COVID era is reshaping the consumer goods industry, possibly forever. Consumers’ shift to digital, which had been steadily gaining momentum prior to the pandemic, has ratcheted into overdrive during this time of social distancing and stay-at-home orders.

Sales 52

How To Develop Your Business Communication Skills & Become A Better Leader With Deborah Riegel: Podcast #166

Consulting Success

Good business communication skills are essential for any leader in any organization. For the past 15 years, this has been the specialty of Deborah Riegel, a keynote speaker, author and leadership consultant who has worked with such organizations as Amazon, Kraft and the US Army.

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!

How to Maximize Your Impact by Creating an Online Course with Christy Ogilvie

Consulting Matters

"OMG - could anything else go wrong?". You know the feeling I'm talking about - the one that describes 2020 perfectly.

Course 218

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Market Sizing Case Interview Questions

Tom Spencer

Reading Time: 4 minutes. Market sizing is the test of a consultant’s mettle. It is a classic case interview question, in which a candidate is asked to make an estimate. A market sizing question literally asks a candidate to estimate the volume or the value of a something.

Friday Fusion: December 11, 2020

Tsavo Neal

What part of building a business online do you find the most difficult? Is it talking yourself into starting, driving traffic to your website, or figuring out what business you should venture into? I find it easy to design and build products. I find it easy to market and generate traffic.

245: Lisa McLeod—If You Want To Succeed, You Must Find Your Noble Purpose

On the Brink Podcast

Learn how to catapult growth by selling with noble purpose! Lisa McLeod is a thought leader in the field of purpose-based, noble selling and the bestselling author of " Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud."

Sales 71

Avoiding Bureaucratic Snapback

Markovitz Consulting

Last week, I wrote about how the pandemic lockdown and work from home have made employees more productive by removing some of the bureaucratic barnacles that keep them from doing high value work.

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.

COVID-19 and learning loss—disparities grow and students need help

McKinsey

The pandemic has set back learning for all students, but especially for students of color. Evidence-based acceleration approaches can help. Public & Social Sector Insights

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101

A “Thing” That Really Works

The More Clients Blog

This year I realized that a marketing thing I’ve always been good at was not something I was actually teaching to my clients. Perhaps I took it for granted and just recommended that they do this particular thing, without giving them much guidance or direction.

The challenge of climate change

McKinsey & Company

Here’s how three leading companies are tackling sustainability in the next normal. Insights on Sustainability

Your Greatest Resource is a Positive Attitude

Rick Conlow

What is your greatest resource? If I were to give you $250,000 for your lungs, would you take it? Or if I were to give you $500,000 for your heart, would you make a trade? How about $1 million for your brain? Certainly, no one is seriously interested in such an offer.

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 COVID-19 vaccines are here: What comes next?

McKinsey

Countries must prepare now for the largest simultaneous global public-health initiative ever undertaken. Public & Social Sector Insights

98

Emotional Resilience in a Pandemic

CaseInterview.com

Adversity comes in two flavors. The first is a hardship due to an external factor often outside of your control. This is a crisis that occurs due to circumstances or something external that impacts you. COVID-19 and the related economic contraction is a good example of externally driven adversity.

Breaching the great wall to scale

McKinsey & Company

Introducing a new operating model is hard. Doing so quickly is even harder. Under pressure to accelerate their transformation, how can companies overcome the barriers that often hold them back? Insights on Operations

Ready To Smash Some Myths About Women In Business?

On the Brink

I could not be more thrilled that my new book, " Rethink: Smashing The Myths of Women in Business ," is about to be published soon. The release date is January 5th, 2021 with a virtual launch party the following day (details below). You can pre-order your copy here. Why is this book important?

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.

Simple, predictive, proactive, responsive: The future of customer operations

McKinsey

For happier customers and lower costs, companies need a better way to steer their digital-service transformations. Insights on Operations

Outsourcing: Threat or opportunity for consulting firms?

The Source

Research we’ve been carrying out with clients over the last few months suggests that organisations’ underlying need for external support remains high, despite the COVID-19 pandemic. But it does raise the question: Is it consulting support that clients will be looking for?

New at McKinsey blog: 2020 year in review

McKinsey & Company

As 2020 comes to a close, New at McKinsey blog editors share a look at some of the milestones that defined the year—and what inspires them for the future ahead. Overview

Here's How to Recession Proof Your Business for 2021

Strategic Planning and Management Insights

With the COVID-19 pandemic shutting down economies across the world, thousands of businesses were forced to transition to remote work or close their doors altogether. From layoffs to furloughs, the coronavirus dealt a serious blow to businesses, both big and small.

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 right tools for every job: Lean and agile in maintenance

McKinsey

Why tomorrow’s maintenance function will combine the strengths of lean and agile organizations. Insights on Operations

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Thought leadership for an audience of one

The Source

OK, maybe not quite one. Producing great thought leadership is an expensive and time-consuming business, after all, so it makes sense to ensure that as many clients and prospects as possible engage with it, in order to help deliver the ROI that is needed to justify the effort involved.

Ask the right questions — and you will receive

Kai Davis

If you want to understand the problem a client is dealing with, you have to ask. That’s a double-edged sword. On the one hand, people love to talk about themselves. If you ask an earnest question, you’ll often get more than you expected. On the other hand, you still have to ask.

Creating a Can’t-Lose Game Plan for Sales

Think Customers

A strong team that is well-practiced and has mastered the fundamentals is key to sales success – but even the best team can fumble out in the field without a solid game plan. So, what’s the best way to set your team up for a win?

Sales 52

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.

COVID-19 has revived the social contract in advanced economies—for now. What will stick once the crisis abates?

McKinsey

Massive government spending has sought to shield individuals from the economic consequences of the pandemic, reversing a long-term trend of institutional pullback in the social contract. Public & Social Sector Insights

How to Build a Team Based on Transparency & Trust - Interview with Greg Edwards

Strategic Planning and Management Insights

Greg Edwards is the CEO of CryptoStopper, a global cybersecurity firm dedicated to protecting businesses from harmful ransomware attacks. Greg started as an entrepreneur in 1998 at the age of 24, creating a networking consulting business that he still owns to this today.

Infinite Positioning Power; Itty-Bitty MarketSpace

Kai Davis

A friend reached out to me with a question: I’m trying to find a new positioning for my agency. We are specialized in [redacted] and [redacted], but we’re trying to understand which niche is right for us. Do you have some ideas or resources to recommend?