Nutshell

APRIL 3, 2024

When you’re running a consulting services business, a good CRM is a must to streamline your client acquisition process and keep a good balance between landing clients and delivering services. But should you use a consulting-specific CRM or a general-purpose CRM? FREE DOWNLOAD What is a consulting-specific CRM?

CRM 71

CRM Software Software Acquisition 71

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Fee-earners weren’t always trained in sales processes and skills.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

MAY 14, 2024

AM | Copenhagen Driving Growth: Insights from PwC Denmark’s Salesforce Journey Discover how PwC Consulting Denmark, with a team of 500 consultants, maximizes Salesforce for impactful results, showcasing both global leadership and efficient local operations. What to Expect Event Details Sign Up June 13, 2024 | 8.45 Who Should Attend?

Leadership 52

Leadership CRM Business Growth B2B 52

Red Star Kim

OCTOBER 19, 2023

transactional, consultative etc) a delegate talked about fact-based selling. This is a consultative approach using facts, data, insight and storytelling to build and maintain relationships. A consultative or fact-based technique focuses on what builds value for the client.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

The Center for Sales Strategy

JULY 27, 2023

As a business owner or sales leader, you understand how important your sales process is to the success of your company. But are you certain that your sales process is as effective as it can be? If so, a consulting organization such as The Center for Sales Strategy (CSS) may be able to help.

Sales 93

Sales Organization 93

OnStrategyHQ

MAY 19, 2023

Play Watch the video Q: What would be the best practical approach to implement the first-ever strategic planning process as a (medium-sized) 2,000-person company with 5 C-level executives and 12 managers? A: Give yourself enough time, do market research, and hire a consultant or follow a guide! Great question!

Facilitation 97

Facilitation Shareholders Stakeholders Decision-making 97

Red Star Kim

AUGUST 1, 2023

At the recent PM Forum workshop on “Marketing and Business Development Planning in a Nutshell” the key issue to emerge from delegates was “How to engage fee-earners in the M&BD planning process?”. So here are ideas on how to engage fee-earners in the M&BD planning process. Find ways to make their lives easier and better.

Decision-making 130

Decision-making Marketing Business Planning Management 130

Nutshell

APRIL 3, 2024

An ideal tech stack software for consultants is easy to use and integrate, adding convenience to your business without being difficult to use or time-consuming. This is what you should keep in mind when deciding to adopt new software to build your consulting business tech stack. DOWNLOAD Is your business ready for a CRM? Find out here.

Software 71

Software Software CRM Acquisition 71

Red Star Kim

AUGUST 30, 2022

Yet I always emerge from the process feeling energised. And I remember at least twice being selected to be audited and the ensuing painful process of having to send detailed evidence of all my learning to the CIM auditors. But at least it gave us all confidence that the CPD process was robust. Other learning during the year.

Marketing 130

Marketing Digitalization Insurance Communication 130

RAIN Group

MAY 8, 2024

For consultative sellers , having successful sales discovery calls is essential because they underpin the entire sales process. These calls provide sellers with an opportunity to deeply understand their buyers' challenges, objectives, and operating environment.

Sales 57

Sales 57

Red Star Kim

FEBRUARY 16, 2023

They used the eight step process of John Kotter in his book “Leading Change”. Andrew Strategy is an artisan craft not an academic process At the core is making choices for creating sustainable competitive strategy (so be prepared to say “no” to great ideas that don’t fit) Coherence and alignment are critical.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Brooks Group

MARCH 7, 2024

This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. What Is a Consultative Selling Approach? That’s why using a consultative selling approach is critical. What does this mean for the sales professional?

Procurement 68

Procurement Management Decision-making Sales Training 68

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success. What is Consultative Selling?

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up. What is IMPACT Selling ® ?

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. Explain your thought process and decision-making. Why consulting? By asking, "Why consulting?"

Supply Chain 104

Supply Chain Leadership Construction Artificial Intelligence 104

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. Their choices directly shape the direction of the procurement process and determine which solutions are selected.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Hubspot Sales

MARCH 22, 2023

Consulting, as a career, usually involves working with people to bring their ideas to life and guide them in the right direction. The success of many businesses hinges on how good their consultant is. These companies don’t make their consulting decisions lightly. What makes networking different for consultants?

Decision-making 97

Decision-making Media Brainstorming Meetings 97

Strategic Planning and Management Insights

MARCH 10, 2023

SME Strategy is a strategy consulting firm that specializes in helping organizations align their teams and operations around a shared vision, mission, values, goals, and action plans. What does a business strategy consultant do?

Facilitation 98

Facilitation Decision-making Communication Organization 98

Flevy

AUGUST 4, 2022

Fruitful partnering with universities comprises of having the appropriate people, processes, and organizational backing to guarantee success and to detect and manage sources of conflict. What are the main focus areas in the university partnerships, and what selection process safeguards their alignment with the business objectives?

Innovation 108

Innovation Investors Banking Government 108

Flevy

MAY 11, 2022

These 2 approaches to Problem Solving are: Automatic Processing —where humans do not have control over the processing and are even unaware of it happening. Conscious Processing —Portion or function of the brain that a person controls, is represented by Conscious Processing. Importance.

Banking 111

Banking Organization Management Marketing 111

Flevy

MARCH 20, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Hubspot Sales

FEBRUARY 20, 2023

As self-employment rates continue to reach new heights , terms like contractor, consultant, and freelancer have become more commonplace. Here, we'll explore the role of contractors and consultants, and pinpoint the differences between the two. What is a consultant? You can think of consultants as problem solvers.

Construction 94

Construction Finance Negotiation Business Planning 94

CSSP

OCTOBER 10, 2023

In my own experience as an executive in the banking industry, I was involved in a planning process that took most of my time for six months. These processes are often so complex and burdensome that entire departments are devoted to strategy and the resulting plans can be huge.

Banking 93

Banking Small Business Profitability Marketing 93

Hubspot Sales

NOVEMBER 14, 2023

With AI for the sales process, our team is no longer burdened with the tedious process of manually searching for leads on various websites and manually transferring them into our CRM," he told me. Tyre believes sales professionals will need to move into a more consultive role in the future. AI will level out the playing field.

Energy and Utilities 100

Energy and Utilities Media Sales Publishing 100

Flevy

MAY 11, 2022

OCAs are a way for sponsors to fill specific gaps in their product or processes rather than exploring generalized Innovation , the fit for which is unclear in the initial stages. Pairing startup technologies to BU requirements is a significant challenge in phase 1 of the OCA process. Solution Conversion.

Innovation 111

Innovation Suppliers Banking Manufacturing 111

Flevy

MARCH 21, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Energy and Utilities 52

Energy and Utilities Innovation Stakeholders Decision-making 52

ACT

FEBRUARY 26, 2024

Certified Consultant for over 25 years, not only delivering CRM solutions; but striving to be a long-term partner for Act! CRM consultants, marketing advisors, and skilled software developers, TendenZ is dedicated to making the deployment and implementation of CRM successful for its clients. TendenZ has been a trusted Act!

CRM 52

CRM Healthcare Manufacturing Small Business 52

Flevy

JULY 5, 2022

By Digital Maturity, organizations are utilizing extremely sophisticated technologies, many involving Artificial Intelligence , Data Analytics , and Robotic Process Automation. It is a process that requires time but can raise the chances of an organization’s survival and progress. Attaining Digital Maturity is a continuing exercise.

Digitalization 109

Digitalization Digital Transformation Artificial Intelligence Banking 109

Flevy

JANUARY 10, 2022

Segmentation is indispensable to the process of dealing with the intricacies of constantly evolving and dividing customer clusters and their diverse demands. This intricate Segmentation process can be handled more effectively by following the 4-phase approach to Customer-centric Segmentation : Delineate Purpose. Plan around Purpose.

B2C 111

B2C Banking Profitability Decision-making 111

Hubspot Sales

DECEMBER 13, 2023

For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships. Pro Tip : Your CRM could make tracking your prospect's progress a cleaner, easier process. What alternatives or alternative solutions have you considered?”

Negotiation 105

Negotiation Telecommunications Sales Software 105

Flevy

MARCH 26, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Flevy

APRIL 8, 2022

There will forever be some winners and some failures in the process of evaluating Capital Investment projects for funding, but no one desires to be the decision-maker who failed to recognize a fantastic investment. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives. Timing plays a major role.

Decision-making 110

Decision-making Banking Organization Management 110

Brooks Group

JULY 14, 2023

In today’s marketplace, consultative selling is a critical differentiating factor. A consultative sales approach is the skill they need in order to do that. What Is a Consultative Sales Approach? Consultative selling puts the buyer’s needs over the needs of the salesperson.

Sales 72

Sales Sales Training Brainstorming Communication 72

Flevy

FEBRUARY 28, 2022

Increased Pressure on Process Improvement. However, now, thanks to Process Optimization and Outsourcing , Corporate Functions have become efficient to the point that they have slashed the requirement for resources to deal with routine activities significantly. Increased Pressure on Process Improvement.

e-Learning 111

e-Learning Banking Leadership Facilitation 111

Flevy

MARCH 25, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

The Center for Sales Strategy

FEBRUARY 8, 2023

Here, Matt is breaking down the Sales Process section of the Media Sales Report with VP/Senior Consultant, Alina McComa s and Senior Consultant, Michael Mayer. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team at The Center for Sales Strategy.

Media 88

Media Sales CRM Sales Management 88

Flevy

OCTOBER 8, 2021

Strategy Development has followed a set path since the last century where a predetermined, rectilinear, and inflexible approach defined the process. In the 21 st century, however, business leaders are devising Strategy by evolving it into a probabilistic, repeated, and multifaceted process.

Artificial Intelligence 111

Artificial Intelligence Energy and Utilities Decision-making Advertising 111