Webinar re-post: how to become lean and mean

When I was younger, I thought one of the greatest desires of my life was to speak at events. While I truly enjoy speaking and sharing a little bit about who I am and what I do (and have done) so that people may get something out of it, I have found that a greater … Continue reading Webinar re-post: how to become lean and mean

There is no ‘sales cycle’

What if I were to tell you that there is no such thing as a 'sales cycle'? Most of you who are in sales, consulting, staffing, or whatever field that relies on connecting with clients, identifying their needs, and then solutioning and closing would probably stand aghast at such a statement. We have spent millions … Continue reading There is no ‘sales cycle’

Balancing Outputs and Outcomes in Consulting

If you are like me, you have heard both sides of the consulting argument - "our clients need clear and direct outputs (plans, documents, deliverables) not just some mushy feel-good," or, "real consulting means helping clients transform and get their business to a better place, not just throwing documents at them." Well, guess what? Both are wrong.