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.

Interview with an Agile Coach during COVID around Products Q: We talk a lot about product innovation, but why now during this crisis? A: There is an adage - you are either growing or dying. Organizations that are stagnant right now or going into “survival mode” may not make it. They may slightly come back but will be behind the innovation curve. Other … Continue reading Interview with an Agile Coach during COVID around Products