David A Fields

APRIL 19, 2022

Should your consulting firm strive to set that super-short sales cycle as your standard? The post Ironically, this Will Speed Up Your Consulting Firm’s Sales Cycle appeared first on David A. Fields Consulting Group. Probably not. As a consulting firm leader, you may recognize the plight of Roberto … Continued.

Sales 195

Sales Consulting Groups 195

David A Fields

SEPTEMBER 14, 2022

The post 5 Tactics to Smooth Your Consulting Firm’s Sales and Revenue appeared first on David A. Fields Consulting Group. But when, exactly is that time? Most consulting firms have modest insight, at … Continued.

Sales 195

Sales Consulting Groups 195

David A Fields

JANUARY 18, 2022

The post Could Your Consulting Firm’s Price Increase Tomorrow Help Sales Today? Fields Consulting Group. Let’s discuss whether that technique works or not. Your consulting firm is better at what it does than … Continued. appeared first on David A.

Sales 195

Sales Consulting Groups 195

Harvard Business

MAY 22, 2017

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.”

Sales 195

Sales How To Case Study Case Studies 195

Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. This makes a sales enablement program a vital tool when running a business. What is the Purpose and Goal of a Sales Enablement Program? That’s why a sales enablement program is essential.

Sales 162

Sales B2B Training Training 162

Consulting Success

OCTOBER 25, 2021

Tom is the co-founder of The Sales Conservatory and CEO of The Conservatory Group, a management consulting firm where you help businesses with their management, leadership, and sales. But how does one successfully venture out of corporate? Joining Michael Zipursky is Tom Tonkin. Today he shares how he.

Consulting 240

Consulting Management Sales Leadership 240

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Prior to the past recession, both eventual winners and eventual losers in a group of 3,500 companies worldwide experienced double-digit growth rates.

Sales 130

Sales B2B Tools Software 130

David A Fields

AUGUST 27, 2024

That way, these sales pro explain, your consulting firm doesn’t appear … Continued The post Should Your Consulting Firm Play “Hard to Get?” Fields Consulting Group. Instead, they advise you counter with a date a week or two later than the prospect asked for. appeared first on David A.

Consulting 221

Consulting Sales Meeting Groups 221

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 129

Sales Software Productivity Data 129

Harvard Business

SEPTEMBER 12, 2017

Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure of which incentives provide the best motivation. We assigned the salespeople to different bonus treatment groups.

Sales 130

Sales B2B System Data 130

Harvard Business

MARCH 20, 2018

Not long ago, my company was the king of ineffective sales training. We’d hire and onboard reps and then train them in a hurried few weeks dedicated to shadowing sales calls, reading call scripts, and learning how to handle objections. As the company grew, however, I found that individual sales approaches were wildly different.

Sales 121

Sales Training Training Study 121

David A Fields

SEPTEMBER 28, 2022

Then, sales slow and you’re hustling to find more projects. Fields Consulting Group. Alas, as the brains and face of your consulting practice, projects seem to demand the lion’s share of your time. When you hit a winning streak, … Continued.

Consulting 221

Consulting How To Sales Groups 221

Management Consulted

MAY 29, 2016

Boston Consulting Group on Strategy is a compilation of 82 valuable articles called Perspectives, 4 Harvard-reviewed business articles and 8 other articles written by various members of The Boston Consulting group between 1968 to 2005. WHY READ IT? QUICK OVERVIEW. INTERESTING BOOK INSIGHTS.

Boston Consulting Group 100

Boston Consulting Group Groups Strategy Strategy 100

Markovitz Consulting

DECEMBER 1, 2020

Recent research from the Boston Consulting Group confirms that employees can do better work when they’re liberated from much of the bureaucratic cruft that passes for daily management. Peter Drucker once quipped that, “Much of what we call management consists of making it difficult for people to work.”

Boston Consulting Group 259

Boston Consulting Group Meeting Travel Productivity 259

Harvard Business

MAY 30, 2017

After discussing Jacobi’s sales woes, Shani, suggested he try out Albert, Adgorithm’s AI-driven marketing platform. It was almost twice his all-time summer weekend sales record of eight. Did this keyword generate sales? It wasn’t enough. Jacobi decided he’d give Albert a one-weekend audition.

Sales 134

Sales Tools ROI Advertising 134

Tom Spencer

APRIL 7, 2023

Business development and sales are two of the most critical components of any successful business. They are closely related, with business development focusing on identifying new opportunities and building relationships, and sales being the process of actually closing deals and generating revenue.

Sales 88

Sales Development Research Marketing 88

Clarity Consultants

FEBRUARY 9, 2025

Are you aiming to increase sales, improve customer satisfaction, or boost employee retention? For example, if your goal is to increase sales, your L&D programs might focus on enhancing sales techniques, product knowledge, or customer relationship management skills. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

Management Consulted

OCTOBER 18, 2013

Howe created the IBM Consulting Group in 1992. Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. Marketing Sales & Service.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

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.

Consulting 207

Consulting Video Case Interview Energy 207

Consulting Success

FEBRUARY 12, 2018

Description: I’m joined today by the CEO of Signorelli Consulting Group, Tony Signorelli. His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. For Tony, the driving factor behind his work was two-fold — curiosity and creativity.

How To 162

How To Sales Consulting Education 162

Consulting Success

FEBRUARY 12, 2018

I’m joined today by the CEO of Signorelli Consulting Group, Tony Signorelli. His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. Signorelli Consulting Group is a consulting organization mainly focused on sales enablement and marketing.

How To 145

How To Sales Consulting Training 145

Successful Independent Consulting

JULY 16, 2019

It’s the Gerson Lehrman Group ( GLG ), a 20-year-old international company that brings together subject matter experts (SMEs) with businesses and non-profits looking for insight on various topics. If this describes you, check out what I recently discovered. How can I sign up to become a Council Member?

Talent 297

Talent Research Consulting Conference 297

Harvard Business

NOVEMBER 16, 2018

Yet despite these high stakes, and the growing adoption of sophisticated analytics, many retailers continue to take a broad-brush approach to running promotions that results in missed sales and profits. When are discounts most likely to stimulate a sufficient sales response? new versus existing customer groups)?

Retail 127

Retail Apparel Sales Fashion 127

Management Consulted

DECEMBER 11, 2013

As a result, in 1975, the Cap Gemini Sogeti group was formed, which became the leading European IT services company with 2,000 employees and revenue of 226M FR. In 1981 , the Cap Gemini Sogeti group entered the US market. The Gemini Consulting group merged with Ernst & Young to become Cap Gemini Ernst & Young.

Capgemini 192

Capgemini Interviews Consulting Accenture 192

LSA Global

JULY 15, 2024

How to Deliver Better Sales Training We know from sales assessment data that far too many sales teams lack the proper business sales training , sales coaching, and sales support to consistently meet or exceed their sales targets. Most organizations need higher sales rep.

Training 56

Training Training Sales Culture 56

Consulting Matters

OCTOBER 10, 2024

I had a series of focus groups to run for a client, but we turned it into a family trip. Set Up Marketing, Sales, and Client Delivery for Efficiency Time is your most valuable asset, especially when you’re a parent. One of my favorite memories is when I brought my kids along with me on a work trip to Williamsburg, VA.

Consulting 156

Consulting How To System Efficiency 156

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. The result: wasted time and unnecessary frustration. Integrators. Role models.

Turnaround 129

Turnaround Talent Groups Meeting 129

Management Consulted

APRIL 27, 2014

Although there are several things, here are 2 key ones: First, you will learn different aspects of the business — everything from product development to sales to customer relations — and have some experience in each area. Connect with your on-campus Consulting Club, or gather a group of 3-4 people together to help you.

Development 205

Development Consulting Boston Consulting Group McKinsey 205

Consulting Matters

JANUARY 15, 2020

To attract the right people into your sales funnel, you have to know who they are. You can engage with your future clients in groups and in comments on posts. In addition to selling your books, you can use them as leaving pieces, as ways to entice people to sign up to your list and as additional value during the sales process.

How To 227

How To Training Training Consulting 227

Consulting Matters

APRIL 9, 2019

Interview Transcript: Betsy Jordyn: Well hey there, it's Betsy Jordyn and I am so excited to interview our latest Consultants Institute grad, Dave Saliaris, who has his own consulting group that he is launching officially. Throw it to the sales group and say go sell this thing because it's such a cool product. So welcome.

Interviews 208

Interviews How To Engineering Productivity 208

Harvard Business

JUNE 20, 2018

In sales, it could be solely focusing on revenue targets, without considering how the quality of client relationships drives future business. For instance, in addition to hitting sales targets, an employee may want to lead more meetings and be a better collaborator. The privileging of immediate data can take many forms.

How To 131

How To Journal Groups Sales 131

Harvard Business

AUGUST 7, 2018

Why is it that when a group of managers gets together for a strategic planning session they often emerge with a document that’s devoid of “strategy”, and often not even a plan ? The same group of stakeholders can occupy more than one role. The fourth step is to identify what these stakeholder groups want from you.

Case Interview 133

Case Interview Groups Small Business Examples 133

Harvard Business

SEPTEMBER 27, 2017

Unilever has acquired Dollar Shave Club , a young startup, for $1 billion in a move to introduce a new model of subscription sales. “A clear, easy-to-memorize digital group strategy is now vocally championed by leadership across the company,” Rochet says. “Personal experience makes me a more effective marketer.”

Media 135

Media Fashion Agile Sales 135

Chad Barr

MARCH 19, 2025

AI-Powered Sales & Customer Engagement High-Converting Landing Pages : Craft landing page copy that turns visitors into customers during product launches and promotions. Persuasive Sales Copy : Generate compelling messaging for ads, emails, and website content that connects emotionally and drives action.

Marketing 52

Marketing Tools Sales Engineering 52

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.

How To 134

How To Boston Consulting Group Sales Productivity 134

Tom Spencer

NOVEMBER 14, 2020

We analyzed the start-up’s sales with the goal of improving business growth, created an excel pricing model, and analyzed the start-up’s cost-management and labor use efficiency. With a team of five, we delved into 3+ years of sales data and operational costs to create an effective final presentation.

Consulting 142

Consulting Recruiting Recruitment Sales 142

Harvard Business

DECEMBER 14, 2018

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. Starting in 2011, Mercedes chose to develop direct distribution capabilities for electric bicycle sales under its Smart brand. UnitedHealth Group, one of the largest health insurers in the U.S.,

Strategy 128

Strategy Strategy Strategy& Insurance 128