Tag: sales

How will you know if a certain sales approach will work or not?

You will have to continue to test, measure and test because the markets move all the time and what worked well yesterday may not work well tomorrow. The other day I received this question from one of my readers: Do you think that sending old fashioned “snail mail” might...

The ignorant customer and the unfortunate salesman?

It is easy to jump to the conclusion that potential customers that don’t get it must be “ignorants.” However, blaming our failing sales strategy on the customers may prevent us from making the changes that could overcome the resistance. Look in the mirror. That’s where all the answers are....

Slow down – it’s not your business

As a management consultant you have to take responsibility for the outcome of the process you are engaged to help improve. You cannot assume responsibility for the final results. That responsibility resides with the client’s executives, but you have to guarantee the quality of your own contributions....

Management Consulting Essentials: The objectives

This is the 6th post in a series of post addressing the issue that too many independent management consultants are working too many hours for too little pay. It is my objective to inspire as many independent management consultants as possible to exercise their profession and approach their clients...

Management Consulting Essentials: The first meeting

I meet and talk with a lot of independent management consultants.  99% of them are extremely busy.  They are so busy that they have little time to learn new approaches, keep up with the development in their area(s) and develop their business. Most of them even complain that they...

Management Consulting Essentials: Pre-qualification

I meet and talk with a lot of independent management consultants.  99% of them are extremely busy.  They are so busy that they have little time to learn new approaches, keep up with the development in their area(s) and develop their business. Most of them even complain that they...

The four types of consulting

Which type of consulting do you provide? There are many types of consulting.  The way you promote your consulting services, the way you generate leads, the way you sell and the way you deliver depend heavily on the type of consulting business you exercise. A project may often be...