Tibor Shanto

DECEMBER 6, 2021

Richard “Rick”Janezic is Chief Sales Officer for StrikeZone Sales Systems, a management consulting and sales productivity improvement company focused on helping executives, investors and boards of small and middle market B2B firms to increase financial strength and valuation. Subscribe today , and take the Breakfast on the go!

Healthcare 144

Healthcare Hospitality Management Consulting Manufacturing 144

Hubspot

MAY 18, 2023

If you have a consulting practice, you need to curate credibility to help secure business. Consulting certificates can help. In this article, we'll share why consulting certificates are so valuable and how you can choose the right program for your needs. Table of Contents Why do consulting certificates matter?

Consult 69

Consult Negotiate Education Management Consulting 69

Anthony Cole Training

FEBRUARY 9, 2015

After years of assessing sales people in all types of industries involved in all kinds of B2B sales with the worlds #1 sales assessment (Objective Management Group Sales Evaluation) I believe I know that the makeup is for someone that can execute what Susan Scott calls ''Fierce Conversations''. Consultative sellers - listens AND understands.

Management Consulting 178

Management Consulting Sales Consult Account management 178

Hubspot

OCTOBER 6, 2021

Either way, you might have heard the term "independent consultant" kicked around and wondered whether or not this career move is for you. Independent consultants can work in any field, using their backgrounds and considerable know-how to shed light on any gaps or deficiencies in a company's operations.

Consult 73

Consult Niche Legal Clients 73

Hubspot

DECEMBER 5, 2019

In the movie "Up in the Air" with George Clooney and Anna Kendrick, Clooney's character works at a human resources consultancy firm specializing in termination assistance — also known as firing employees for other companies. Plus, consulting is a growing industry. So, what would a consultant actually do?

Consult 66

Consult Strategic planning Finance Strategize 66

Veloxy

FEBRUARY 15, 2022

As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Today’s field salesperson has responded by evolving their reputation from a door-to-door salesman to a value-added consultant. Be sure to bookmark this page as we’ll update the guide every year.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Martech

MAY 11, 2023

Ana Milicevic, principal and co-founder of management consultancy Sparrow Advisers, recently gave The MarTech Conference some answers to pressing questions marketers have about how DCRs can power their stack. “If Business email address Subscribe Processing. This means that right now the technology favors larger companies.

Government 131

Government Management Consulting Technology Technology 131

SalesBlog!

APRIL 5, 2022

Consultative selling has been around for quite a while. Consultative selling can be broken down into a couple of components easily: 1.) Take the time and fully understand the potential client’s internal processes and company direction. You’re a consultant. Consultative selling can be hard and time consuming.

Consult 52

Consult Sell Presentation Clients 52

Anthony Cole Training

JUNE 28, 2011

performance management (3). practice management (9). Sale Process (2). Sales Manager (2). Sales Process (24). Many times in the last 16 years of sales training and sales management consulting, Ive heard sales managers and sales people, in role play situations, say: "I think". Negotiating (2).

Objectives and Key Results 178

Objectives and Key Results Drivers/motivators Sales Up-sell 178

Anthony Cole Training

SEPTEMBER 8, 2011

performance management (3). practice management (9). Sale Process (2). Sales Manager (2). Sales Process (24). Once again, we are focused on selling and building a successful sales / sales management consulting practice. Negotiating (2). open ended sales questions (11). Prospecting (25). Sales (34).

Objectives and Key Results 183

Objectives and Key Results Sales Drivers/motivators Hospitality 183

Martech

MARCH 15, 2023

LinkedIn: DahliaElGazzar (21K followers) Twitter: DahliaElGazzar (5K followers) Kate Patay A Certified Professional in Catering and Events (CPCE), Kate is CSO of Patay Consulting and director of engagement for Terramar US. Business email address Subscribe Processing. followers) Twitter: KatePatay (1.6K In your inbox.

Management Consulting 109

Management Consulting Consult Follow-up Education 109

Martech

JUNE 22, 2023

There are three main types of DCR providers, according to Ana Milicevic, principal and co-founder of management consultancy Sparrow Advisers, who spoke recently at The MarTech Conference. Business email address Subscribe Processing. 3 types of DCRs What kind of DCR might your organization pick from the current field?

Management Consulting 111

Management Consulting Technology Technology Consult 111

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. Consultative sellers who listen AND understand. Understands and executes an effective sales process. Someone that makes decisions.

Management Consulting 120

Management Consulting Sales Consult Account management 120

Anthony Cole Training

FEBRUARY 24, 2012

performance management (3). practice management (9). Sale Process (2). Sales Manager (2). Sales Process (24). Ive been in the sales coaching and sales management consulting business now for 19 years. Not executing the sales process. Not executing a consultative approach. Negotiating (2).

Objectives and Key Results 136

Objectives and Key Results Cross-sell Drivers/motivators Sales 136

Sales Pop!

SEPTEMBER 1, 2023

This phenomenon is summed up beautifully in this quote from famed Austrian-American management consultant Peter Drucker: “Culture eats strategy for breakfast,” which underlines again the missing link from leadership. Analogies from Other Fields So why won’t users adopt CRM? We find the same is true of CRM systems.

CRM 147

CRM Pipeline Technology Technology 147

Partners in Excellence

OCTOBER 30, 2020

And yes, I’m starting to see those connection requests, “Dave, I don’t want to buy anything from you, I see you are in management consulting… ” Yep, you guessed it.

Prospecting 112

Prospecting Customers Assembly Line Education 112

Women Sales Pros

AUGUST 9, 2019

What you may have missed in the interview process was vetting this person for their ability to withstand and surmount adversity. During the interview process,the paper (the resume) and the veteran salesperson looked and sounded great. On paper and in person, this candidate looked and sounded like a winner.

Appointment 90

Appointment Consult Management Consulting Up-sell 90

Martech

OCTOBER 26, 2021

She added, “When I say ‘strategy,’ I just mean it’s an ongoing process. There are also Adobe Photoshop and Adobe XD plugins that allow users to stay in those environments while collaborating with internal and external stakeholders and viewing updated tasks, issues and documents throughout the process.

UX 106

UX Management Consulting Campaign User Experience 106

Anthony Cole Training

JULY 20, 2010

performance management (3). practice management (9). Sale Process (2). Sales Manager (2). Sales Process (24). 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. Sales (34).

Objectives and Key Results 135

Objectives and Key Results Sales Drivers/motivators Up-sell 135

Hubspot

MAY 1, 2017

The legendary management consultant Peter Drucker once famously wrote , "There is nothing quite so useless as doing with great efficiency something that should not be done at all." This nugget of wisdom is especially relevant to project managers. There's no use optimizing the details if your core process is flawed.

Management Consulting 78

Management Consulting Consult Start-ups Process 78

Sales Hacker

MAY 6, 2021

As an ex-VP sales and current CRO, the debate between CRO and VP sales responsibilities is very near and dear to me, so I thought I’d publish my experience with the debate as well as what I’ve seen while consulting for companies ranging from series A through to series D and later. The VP of Sales. Staying in their lane.

B2C 121

B2C Pipeline SQL Strategize 121

SaaStr

APRIL 25, 2023

Design and Optimize GTM Structure One of the conclusions of the analysis was, being a company that focuses on processes, it was very clear that they need to be more industry driven. When Chris came to Celonis, they had one industry. Today they have 14. He also started a public sector business, which did not previously exist.

Engineering 97

Engineering GTM Territory Management Consulting 97

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.” The challenge of the digitalization and digital transformation is the current integration of all your various processes. One department was not aware of what another department was doing.

Pipeline 130

Pipeline CRM Appointment Strategize 130

Partners in Excellence

APRIL 10, 2014

Selling general management consulting services is very complex. Field sales is a very important channel and approach for some types of buying processes. Much more is spent on the phone or conferencing–not traveling out to visit the customer. In fact, they are shifting much of their time from the outside to the inside.

Inside sales 122

Inside sales Product Sales Account management 122

Salesforce

JUNE 29, 2022

The scale, scope and reasons for automating business processes continue to evolve. During COVID-19, managing costs was the primary driver for automation,” said Joe Surprenant, sales leader across Deloitte’s artificial intelligence (AI) and data ops practices. Learn more. Automating tasks makes workers happier and more productive.

Product 98

Product Strategize Drivers/motivators Customer Relationship Management 98

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta – SDR Manager at Outreach. Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Hubspot

AUGUST 3, 2010

Outlined in it are some considerations - with respect to messaging, infrastructure, demand generation, process, budgets and timelines – that I’ve found useful across a bunch of markets and companies. More than one management consultant has pointed out that this stuff is really obvious. They’re right.

Start-ups 77

Start-ups Solidworks E-commerce Construction 77

Martech

FEBRUARY 6, 2024

I dig up this old history — old by marketing technology standards anyway — because of my reaction to a presentation released last month by Winterberry Group, the management consultancy. Business email address Subscribe Processing. That was around mid-March 2020. Click here for survey Get MarTech! In your inbox.

B2B 111

B2B Advertising/ Marketing Negotiate Management Consulting 111

The 5% Institute

DECEMBER 2, 2019

A sales targeting strategy is the process you use to find out who your potential clients are, and how you can potentially reach them. Business Development Managers. Consultants. Sales Executives and Sales Managers. Penetrate The Market Step #3 – Your Sales Process. Small to medium sized business owners. Qualifying.

Real Estate 98

Real Estate Referrals Objectives and Key Results Lead generation 98

criteria for success

FEBRUARY 14, 2020

Today's quote is all about why it is vital to have a sales process. This quote is from Edward Deming, an American engineer, statistician, professor, author, lecturer, and management consultant. He said: “If you can't describe what you are doing as a process, you don't know what you are doing.”. Edward Deming Quote.

Management Consulting 52

Management Consulting Consult B2B Engineering 52

Partners in Excellence

MARCH 17, 2024

Later, I grew professionally in management consulting services where consultants are progressively called to contribute to sales efforts. In the strangest way, I had to do a consulting project to improve the management of sales teams of a company in the food sector… I was reasonably worried: I had never sold anything.

Sell 77

Sell Consult Management Consulting Clients 77

Hubspot

SEPTEMBER 6, 2021

The Senior Real Estate Specialist (SRES) designation is a resource for real estate professionals interested in guiding clients over the age of 50 through the home buying and selling processes. Accredited Land Consultant (ALC). Best for Seasoned Land Sales Professionals, Willing to Commit to an Extremely Rigorous Process.

Real Estate 87

Real Estate Represent Agriculture Education 87

Hubspot

AUGUST 1, 2018

About: Learn how to align your team, exceed your goals, and optimize your core processes. Best for: Sales leaders, managers, executives. About: Find coaching for sales management, leadership coaching, and management consulting. Business Coaching Services. Tony Robbins Business Results Training. Karl Bryan.

Service 100

Service Strategize Clients Management Consulting 100

Hubspot

DECEMBER 15, 2016

Melvin Sorcher and James Brant -- partners with Sorcher Associates, a management consulting firm -- recommend putting an evaluation process in place which requires candidates to be assessed by a group of people from different levels and areas of the company. How does you agency approach hiring top talent?

Drivers/motivators 78

Drivers/motivators Consult Management Consulting Growth 78

Search Engine Land

NOVEMBER 16, 2022

Processing…Please wait. Ultimately, the stress of our own day-to-day lives can also impact our decision-making process during difficult times. This is where marketing technology can help – from streamlining processes to analyzing data faster, embracing technology will keep you nimble and efficient. B2C will feel it first.

B2B 86

B2B B2C A/B testing Healthcare 86

Openview

OCTOBER 13, 2017

So, we took steps to define our process. Defining the process changed everything in terms of how we look at our customers, because all of a sudden we weren’t focused on whether something was inbound versus outbound or whether a certain event was responsible. What are we fighting about? What was that difference like?

SQL 74

SQL Management Consulting Sales Territory 74

ConversionXL

OCTOBER 20, 2016

This is an important question, and as Conversion Consultant Jeremy Smith mentioned in a blog post , the definition itself is self-referential: “pleasant, friendly, and easy to like.”. Dr. Rob Balon told me a story about one of his consulting clients, a very high tech firm with a complicated technical product. How can we measure it?

Contact 115

Contact Consult Referrals Management Consulting 115