Partners in Excellence

JANUARY 13, 2022

It’s great that EXCELLENC values management consulting. I was reading news that there is a deadline for nominations and that it’s closing soon. I’m David, Sales Consultant, at [Name Withheld] Digital Marketing. We’re inviting people who share similar backgrounds to an exclusive session below.

Sell 98

Sell Management Consulting Consult Represent 98

Sales Pop!

OCTOBER 14, 2021

We quoted renowned management consultant and author Peter Drucker in our last article: “You can’t manage what you can’t measure.” You next need to figure out what opportunities need to exist in your pipeline so that each sales rep can close $10,000 weekly. Now figure your conversion rate.

Pipeline 130

Pipeline CRM Appointment Strategize 130

Anthony Cole Training

JULY 20, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). As a sales and sales management consultant, I am constantly reading so that I can provide fresh information, perspectives and insights to the art and science of sales and selling. Comments have been closed for this article. Tonys Top Ten.

Objectives and Key Results 133

Objectives and Key Results Sales Drivers/motivators Up-sell 133

Anthony Cole Training

FEBRUARY 24, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Ive been in the sales coaching and sales management consulting business now for 19 years. Closing ratio. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Objectives and Key Results 144

Objectives and Key Results Cross-sell Drivers/motivators Sales 144

Hubspot

DECEMBER 12, 2019

In this section, we’ll unpack nine common types of consulting practices, any relevant niche opportunities that fall under them, and what your career in these respective trades may look like. Management Consulting. Firms like McKinsey , Bain & Company , and Deloitte primarily work in management consulting.

Consult 96

Consult Healthcare Niche Management Consulting 96

Anthony Cole Training

FEBRUARY 9, 2015

Certainly, if your team already consisted of the right combination of challenger, farmer, hunter, account manager, consultative seller, then you wouldn''t be reading this article or series. Will find a way to close. What needs to be considered is what makes the challenger a challenger? Is skeptical and curious.

Management Consulting 120

Management Consulting Sales Consult Account management 120

SaaStr

JULY 8, 2022

Boston Consulting Group partners with leaders in business and society to tackle their most important challenges and capture their greatest opportunities. BCG delivers solutions through leading-edge management consulting, technology and design, and corporate and digital ventures.

Contact 96

Contact Consult Management Consulting Pipeline 96

Partners in Excellence

APRIL 10, 2014

They were managing very complex deals, closing multi million dollar solutions. Selling general management consulting services is very complex. In the mid 90′s, I had the privilege of doing some work with the Digital Equipment Corporation/Compaq inside sales teams. I look at the experience within our own company.

Inside sales 123

Inside sales Product Sales Account management 123

Sales Hacker

MAY 6, 2021

The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close. The best VPs of sales put a great emphasis on points four through seven. Staying in their lane.

B2C 119

B2C Pipeline SQL Strategize 119

Women Sales Pros

AUGUST 9, 2019

Pete had just returned from an appointment where the purpose was to close a $100K deal. My client sold high-end management consulting and advisory services, which often get put into the nice-to-have, no-deadlines bucket. A few years ago, I was talking to a successful colleague who also is in the sales training business.

Appointment 90

Appointment Consult Management Consulting Up-sell 90

Score More Sales

MAY 21, 2013

He has an MBA from Harvard and a BA in philosophy from Columbia, and spent 20 years in management consulting. In addition to the three books, he has published articles in Harvard Business Review, Commercial Lending Review, Directorship Magazine, Management Consulting Review, American Lawyer, and a number of other publications.

Trust 94

Trust B2B Sell Consult 94

Anthony Cole Training

DECEMBER 5, 2019

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Product 140

Product Pipeline Sales Closing 140

Martech

FEBRUARY 6, 2024

The specific date will vary, of course, according to your location and what you count as the beginning of lockdown, but for me, in New York City, it all started around the time the museums, libraries, restaurants and bars closed. That was around mid-March 2020.

B2B 117

B2B Advertising/ Marketing Negotiate Management Consulting 117

Search Engine Land

MARCH 8, 2023

Misalignment with the wider strategy 17% of marketers reported that their team was not closely aligned with the company’s overall strategy, according to a HubSpot survey. To ensure that SEO is seen as a critical part of the business, focus on creating reports closely aligned with the overall business strategy.

Objectives and Key Results 83

Objectives and Key Results CTR Consult Presentation 83

Openview

APRIL 3, 2018

Or, maybe you sit at the opposite end of the spectrum and only want to close a few key customers off of an approved target list to ensure your services team can properly deploy and implement those large customers. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other. You’ve heard of Pareto’s Law?

Commission 72

Commission Account management Quota Sales 72

SaaStr

OCTOBER 26, 2023

Greenhouse over-indexes on knowledge workers like management consultants, finance companies, advertising, marketing, and other companies with similar talent characteristics of a tech company. Texas Pacific Group bought investors out for close to a billion dollars all in. But TechCrunch doesn’t represent the entire world.

Pitch 109

Pitch Manufacturing Finance Management Consulting 109

SalesPop

MARCH 25, 2021

If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Perhaps more pertinent is a quote from Austrian management consultant and author Peter Drucker, who said, “The purpose of business is to create and keep a customer.”

Account management 98

Account management Customers Pipeline Trust 98

Heinz Marketing

DECEMBER 6, 2018

Caroline honed her expertise in digital marketing and e-commerce at leading retailers including Fab.com, Ralph Lauren and Collective Brands, and as a Management Consultant at McKinsey & Company in New York working with fortune 500 retailers and global financial institutions. What’s your best time-saving shortcut or lifehack?

E-commerce 67

E-commerce Retail Management Consulting Consult 67

Partners in Excellence

MARCH 17, 2024

Later, I grew professionally in management consulting services where consultants are progressively called to contribute to sales efforts. ” Until things began to change, and I started to get to know sales more closely. If being a salesperson is being the opposite of what I am, then, of course, it scared me a lot.

Sell 77

Sell Consult Management Consulting Clients 77

Heinz Marketing

JUNE 22, 2020

We’re coming up on… I know we’ve had at least 200 episodes, I think we’re getting close to 225 now. And part of this for me is because I came from, running a management consulting firm, and years of management consulting and executive development, teams within larger organizations also have a brand.

Pipeline 65

Pipeline Management Consulting Sales Consult 65

Hubspot

OCTOBER 4, 2013

If you can''t pull it off, scan your email for two minutes to look for genuinely urgent notes and then close it for the remainder of the morning in favor of some more creative or productive work. So, if you only do one thing after reading this post, try email-free mornings for a week. This can certainly be avoided, though.

Technique 78

Technique Product Meeting Appointment 78

Sales Hacker

OCTOBER 30, 2018

She spent the first 15 years of her business career as a salesperson and leader closing $100M worth of deals. Following her extensive experience in Management consulting and software sales, she’s helping companies with Marketing Operations, Social Selling, Digital Sales Transformation, Marketing and Sales Alignment, and Sales Enablement.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

SalesLoft

JUNE 3, 2019

And I didn’t even know I was selling it, but I did know when I had to close it. They talk about what it’s like to be a services business… here’s how we help other management consultants or they reference something that they’ve seen. Trish: The first thing I ever remember selling was me.

Conversion 81

Conversion Real Estate Cross-sell Sales 81

Hubspot

OCTOBER 6, 2021

You may make a decent living, but if you’re leaving a healthy salary at your current job, it will likely take a while before you come even close to hitting that number. You’ll likely spend that first year establishing your business, getting your name out there, and ironing out any hitches and growing pains that might be holding you back.

Consult 73

Consult Niche Legal Clients 73

Hubspot

AUGUST 5, 2014

I focused on getting a job in either management consulting or investment banking. My second day on the job, the manager confided in me that the seminary was thinking about closing the store. My second year at the seminary. I needed to get a job. I was hired by the school''s bookstore.

Consult 78

Consult Start-ups Non-Profits Education 78

SBI

APRIL 2, 2019

We’ve been working very closely with sales and sales enablement teams,” explains Joseph Fung, Co-Founder and CEO at Kiite. Sales teams face unique challenges in accessing the knowledge required to effectively interact with buyers,” says Hilmon Sorey, managing director at ClozeLoop , a sales management consulting firm based in San Francisco.

Territory 35

Territory Sales Management Consulting Gaming 35

SalesBlog!

APRIL 5, 2022

” The interesting thing here was that I had helped close a large deal with him that we won on selling a solution. Frustrated we parted ways. “Blindly feature selling leaves you with discounting as your only weapon to win the deal.” Our competition missed the application needed and I hadn’t. Not given the opportunity.

Consult 52

Consult Sell Presentation Clients 52

Heinz Marketing

JULY 30, 2018

That was kind of imbibed into my DNA and as I went through my journey of management consulting, I finally then landed into software marketing and I felt that this is it. I always, even early in my life, I did some theater and I always loved his concept of storytelling.

Pipeline 44

Pipeline Mechanical Engineering B2C Cross-sell 44

Veloxy

FEBRUARY 15, 2022

Today’s field salesperson has responded by evolving their reputation from a door-to-door salesman to a value-added consultant. Proactively visiting customers to better diagnose their needs without asking for anything in return has been one strategy that has helped field sales reps close more deals than ever before.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Hubspot

FEBRUARY 8, 2018

Of those meetings, you typically close three deals. If you booked 15 meetings instead, you could close four or five additional deals. Management Consulting: 40%. What is the average email open rate for management consulting companies? With a few changes, you increase to 30%. Let’s do some quick math.

Real Estate 101

Real Estate Hospitality Non-Profits Government 101

Sales Hacker

MARCH 2, 2020

Pitching and Closing. The Perfect Close. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. Smart Calling. Simplified.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

FEBRUARY 4, 2019

He’s an award-winning author and a top performing sales leader, speaker and management consultant. He’s Carson Heady, author of the Birth of a Salesman series, which details the art of sales from interviewing, through preparation pitching, closing and advancing your career. Today’s guest is a very special guest.

Up-sell 90

Up-sell Sales Follow-up Prospecting 90

SaaStr

JUNE 4, 2019

Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. I actually worked in sales for five and a half years and that’s probably why I have tended to gravitate to B2B marketing.

Customers 90

Customers Price Launch Growth 90

SaaStr

OCTOBER 4, 2019

Ep 271: Gillian Heltai oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. I come from management consulting and I worked with large companies for quite a few years. We close tens of businesses on a daily basis. And what was that aha moment?

Start-ups 52

Start-ups Finance Price Engineering 52

Martech

OCTOBER 24, 2024

This also applies to marketers and martech managers who are juggling multiple campaigns, tight deadlines and ever-evolving technologies. The toll of overwork Twenty years ago, I was a management consultant working long days with weekly travel. I’d eat whenever and wherever I could, at whatever hour I managed to take a break.

Appointment 125

Appointment Management Consulting Presentation Consult 125

Sales Hacker

FEBRUARY 25, 2025

Are they close to their customers? Is there even a pipeline to be closed? Your highest grossing deals, look at which ones are the easiest to both close. Working even more closely. But Katrina has also created award winning integrated campaigns through data storytelling. It’s kind of a common theme.

GTM 78

GTM X-functional Objectives and Key Results Start-ups 78