In yesterday’s post, we outlined the process for and importance of the client discovery phase in the consulting process. This post will discuss why consultants should strive to accelerate client discovery. Traditional client discovery methods can decrease the overall value of consulting, and consultants should leverage technology to overcome the challenge traditional methods pose.
The Pedowitz Group (TPG), the leader in helping companies get, keep, and grow customers with revenue operations, wanted to increase demand generation and deliver better quality leads to its sales team.
What makes an ordinary B2B marketer become a great B2B marketer? We have a one-word answer for your question. It’s an activity many people despise – Reading. Knowledge is power!
On a scale from rocky to rough, how smooth are your enterprise sales negotiations? When nearing the suspenseful closing phase of a large sales negotiation, tensions typically run high. Depending on your relationship with the prospect in question, you may know very little about how they operate, negotiate, and maintain relationships post-sale.
In our engagements with sales teams, we have encountered multifarious issues that impair sales team performance. Perhaps one of the most disproportionately overrepresented, however, is the problem of misaligned sales teams.
Sales discovery meetings set the stage for the relationship your business has with its clients however many sales teams struggle to do this well. Not doing Discovery effectively causes opportunities to be lost forever at a critical point in the process.
For some companies, the digital transformation journey has only begun, while others have been working to go digital for years. In fact, because digital transformation can be a long process without a clear end in sight, it helps to think of the process as less of a one-time transformation and more of a continuous digital maturation.
We previously discussed the impending rise of asset-based consulting and what exactly it entails for consulting firms in today’s business climate. Given the impending disruption consultants face, it would seem as though every consulting firm should be jumping at the opportunity to realize asset-based consulting benefits.