Tom Spencer

MAY 23, 2021

As someone currently in management consulting who has previously done tech sales for a major software company, I was amused by Martin Keller’s article championing tech sales (sometimes known as consultative or customer success driven sales) over management consulting. I want to compare these two career options in 6 respects.

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Sales Management Consulting Development 68

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

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Sales Data Enterprise Operations 70

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 64

ROI Training Training Sales 64

Consulting Matters

OCTOBER 10, 2024

Set Up Marketing, Sales, and Client Delivery for Efficiency Time is your most valuable asset, especially when you’re a parent. That’s why it’s so important to set up your marketing, sales, and client delivery systems to work for you, not against you. Efficiency is the name of the game here.

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Consulting How To System Efficiency 156

Harvard Business

JUNE 1, 2018

A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally realized what the real issue was: misaligned goals between marketing and sales. Lost sales opportunities.”

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Sales Marketing B2B Case Interview 71

Consulting Matters

FEBRUARY 17, 2020

I started to suspect that I was when I was presenting some difficult feedback to a client about their sales practices. I had sat with over 100 focus group participants and heard story after story about the impact of the company's unethical sales practices on their lives. I didn't realize I was an empath for a long time.

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Consulting Video Case Interview Energy 207

Consulting Matters

SEPTEMBER 30, 2020

You definitely don’t want a bookkeeper doing your taxes. You definitely want to have a managed system for your filing. Basically, this is where the lifeblood of your business is because these are where sales happen. Landing pages and sales funnel. Speaking of more of those computer type things. This is a Zoom world.

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Consulting How To Insurance Insurance 296

Harvard Business

JUNE 20, 2016

What are the personal attributes, attitudes, and actions that influence personal sales productivity? I recently conducted an extensive study of more than 1,000 salespeople and sales management leaders to determine the attributes of top sales professionals–those who achieved more than 125% of their assigned quota last year.

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Sales Study Methodologies Productivity 130

Markovitz Consulting

JANUARY 14, 2019

If something is “disruptive,” then it must by definition be good. This week I’d like to address sales incentives and volume discounts. Sales incentives—for example, bonuses to meet monthly or quarterly revenue goals—cause salespeople to stuff the company’s distribution channels with inventory far in excess of consumer demand.

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Turnaround Sales Operations Productivity 133

Consulting Matters

MARCH 9, 2020

If you're going to invest in personal development, invest in the skills and tools you may not have like marketing and sales. Many consultants and coaches think it's the dream to have someone else do their marketing and sales and just bring them clients. If you think this program is what you're looking for, definitely apply now.

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Consulting Marketing Comparison Sales 285

Consulting Matters

APRIL 6, 2023

He had four jobs over seven years at Disney, including parking event sales, selling the Braves spring training, handling international wholesale, and being the Sales Director for the Disney Institute. Creating new opportunities — and even new definitions — for success. Being your best, most-vulnerable self.

Interviews 156

Interviews Sales Consulting Video 156

Consulting Matters

APRIL 6, 2023

He had four jobs over seven years at Disney, including parking event sales, selling the Braves spring training, handling international wholesale, and being the Sales Director for the Disney Institute. Creating new opportunities — and even new definitions — for success. Being your best, most-vulnerable self.

Interviews 156

Interviews Sales Consulting Video 156

Consulting Success

OCTOBER 16, 2017

At this time, your business may be over weighted with sales activity, but this effort is essential to later success. The early work that you put into sales will buy you more time later to focus on marketing. Shifting your ratios toward marketing, and away from sales, will help you achieve a greater long-term benefit.

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Consulting Sales Marketing Resources 177

Consulting Matters

APRIL 27, 2023

We also touch on the importance of using storytelling in marketing and sales conversations, as well as in corporate settings. And if you’re not a member , definitely join now and be a part. Get the initial steps to integrate storytelling into your professional journey and the basic stories every business should use!

Sales 156

Sales Consulting Video Marketing 156

Harvard Business

JULY 13, 2018

Brad was leading a difficult turnaround of his company and had decided to fire his head of sales, who was a nice guy but wasn’t performing. ” Brad (not his real name — I’ve changed some details to protect people’s privacy) is the CEO of a financial services firm and is most definitely not a wimp.

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Sales Turnaround Course Energy 134

Consulting Matters

NOVEMBER 3, 2022

For consultants and coaches, traditional sales don’t work. A pitch is about sales. If it sounds like a good fit for what you’re working on for your business, definitely apply or schedule a consult call to learn more. A story is about service. I have a free PDF that goes along with today's episode.

How To 156

How To Sales Consulting Meeting 156

Markovitz Consulting

JANUARY 7, 2019

If something is “disruptive,” then it must by definition be good. Next week: sales incentives and volume discounts. “Disruption” has become another business buzzword that obviates the need for prudent, careful thought and consideration.

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Operations Retail Resources Productivity 160

Wakeman Consulting Group: Dave's Blog

APRIL 27, 2023

Sales get lower. This filled my inbox with a few questions about why sales teams always want to discount. Incentives : One big reason your sales team wants to discount is incentives. Does the sales team get rewarded on profit? That will incentivize discounts because more sales is better. No definition of success.

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Sales Training Training Marketing 52

Harvard Business

JULY 30, 2018

” and the marketing team provides one answer, sales a second, and accounting a third. The problem arises because different systems employ different definitions of key terms. Allow anyone to request that a standard definition be developed. Then people misunderstand the data and make mistakes.

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Data System Sales Retail 105

Consulting Matters

MAY 13, 2021

He went through start-up, growth, and eventual sale. After he sold his company, people began picking his brain, especially about the sales process. Instead of starting with these definitions, evaluate your website copy based on what your ideal client is asking and what they are Googling at 2 AM. He loves talking shop.

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How To Methodologies Industry Sales 194

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. Avoid These Common Consulting Mistakes.

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How To Sales Consulting Education 162

Markovitz Consulting

MAY 26, 2020

“The problem is, I don’t have a sales manager I can trust.” It’s always a lack: a lack of money, a lack of time, a lack of a trustworthy sales manager, a lack of a wish-granting genie. When you define your problem as a lack of something, the only possible solution is the negation of that definition. Or, or, or. It’s a solution.

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Sales Software Course Management 113

Harvard Business

NOVEMBER 12, 2018

Sales support: This has sometimes not been the purview of the CMO at all, but has been taken up and led by the sales team alone. This area is measured by the generation of leads and the support of the field marketing organization, which in turn directly supports and enables the sales organization. I don’t care.

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How To Sales Marketing Productivity 128

Consulting Matters

SEPTEMBER 15, 2022

If you missed it, definitely go back and listen. The Balanced Way to Achieve Scale and Sale with CEO Mark Johnson. I’m continuing my Brand You series. Last week I shared with you what a brand is and why you need one. But first, I have big news! After living in Orlando for over 30 years, I moved to Denver!

Consulting 156

Consulting Video Sales Operations 156

Markovitz Consulting

JANUARY 21, 2019

If something is “disruptive,” then it must by definition be good. Last week , I wrote about how sales incentives cause salespeople to stuff the company’s distribution channels with inventory far in excess of consumer demand.

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Finance Financial Meeting Examples 145

Consulting Matters

APRIL 24, 2020

And a lot of people think that they write down the problem statement, and the problem is we need more sales. So, I definitely want to follow that one, because I want to hear a little bit more about your differentiated approach, because it sounds like you do a lot of mining within the organization. So, we’ve got a lot.

Interviews 156

Interviews Company Marketing Operations 156

Harvard Business

AUGUST 16, 2017

Tesla clearly doesn’t qualify under the traditional definition of a disruptive innovation. But no matter which definition you use, it’s hard to see Tesla fitting it. But as Apple learned from the muted success of the iWatch, early enthusiasm for a new product may not suggest a long tail of future sales.

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Automotive Transportation Productivity Retail 132

Tom Spencer

NOVEMBER 14, 2020

These are definitely important to get you there, but it’s not enough to know they exist, it’s important to delve further into WHAT each aspect is actually composed of. With a team of five, we delved into 3+ years of sales data and operational costs to create an effective final presentation.

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Consulting Recruiting Recruitment Sales 142

Harvard Business

NOVEMBER 1, 2018

” My working definition of control is “the managerial act of comparing process to standards and acting on the difference.” To help illustrate this, consider “umbrella sales.” ” There are dozens of factors that could increase sales (e.g., rain) or decrease sales (e.g.,

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Data Analysis Sales Exercises 132

Harvard Business

OCTOBER 13, 2017

Many leaders look at profit margin, which measures the total amount by which revenue from sales exceeds costs. You might think of this as the portion of sales that helps to offset fixed costs. Variable costs are those expenses that vary with the quantity of product you produce, such as direct materials or sales commissions.

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How To Boston Consulting Group Sales Productivity 134

Consulting Matters

AUGUST 26, 2021

Your heart won't be in it, and your clients will know that you are trying to land them for the sale and not out of a heart of service. Before I ask you questions to help you figure out your ideal business model, let me give you some definitions for your consideration.

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Consulting B2C B2B ROI 317

Harvard Business

AUGUST 3, 2018

To this point, we have been talking about fairness as if it has a single definition that can be applied to either the process or the outcome of decision-making. There are two competing definitions of fairness — equality versus equity. That too, oversimplifies your challenge as a manager.

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Management How To Examples Research 132

Women in Consulting

JANUARY 7, 2014

By: Jen Berkley Jackson I DEFINITELY know from prior experience that keeping in touch with my amazing database which consists of prospects/former clients as well as potential project partners and referral sources is my most productive marketing work, but I shy away from it for a myriad of reasons. Let go of sales that are too hard to close.

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How To Sales Productivity Marketing 85

Harvard Business

APRIL 3, 2018

Whole Foods Market, which by 2010 accounted for over one half of organic food sales in the United States, did little to promote organic wines. And retailers like Sweden’s Systembolaget, the state-owned alcohol monopoly, aggressively expanded the sale of bottles of organic wine by prominently displaying them in shops.

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Chemicals Retail Case Interview Turnaround 126

Management Consulted

JANUARY 17, 2016

The interviewer wants you to measure the existing market of an item in total sales or total units. The answer you give will be in the applicable currency amount of sales in a year. This type of question (the total annual revenue of a market) is the most common and implied definition of market sizing questions. 1 – Market Sizing.

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Case Interview Interviews Marketing Sales 100

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. Where were you always interested in sales?

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How To Sales Consulting Training 145

Consulting Success

DECEMBER 4, 2017

He began as a door-to-door salesman, and progressed to sales manager, sales director, and eventually marketing director before becoming a CEO for a finance company. He found out that that was exactly true, and after placing a huge number of sales calls, he secured some of his first work with Johnson & Johnson.

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Consulting Leadership Sales Company 150