When people think of innovation, they’re often looking externally at products and services, but there’s so much innovation that can happen within companies. Oftentimes we create systems that we think have one outcome, but they can often have another or implications that we haven’t seen. Workplace anthropologist and lead inventor Erin Hersey talks about her …
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Michael was recently featured on Modern Leadership Podcast. You can listen to it here: It’s Not Strategy Holding You Back with Michael Zipursky It’s never been easier to start your consulting business. And it’s never been harder to stand out. Many consultants who jump into consulting aren’t prepared for the challenges they will face. You can …
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To productize consulting services and build a sellable company, the ultimate challenge is to try to find something that you offer which is truly unique to what you do. It’s very likely that if you canvas your customers, there is one or two things that you do better than anybody else. The raw material is …
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Thinking about starting a consulting business and how you’ll win your first consulting client? Many consultants have trouble finding their first client. I want to offer you a few ideas to help you to go out and win your first consulting client. In this article, I’ll describe 4 simple ways to get your first consulting …
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Recent buyer research proves that buyers respond much more to people who engage with them as leaders versus stereotypical sellers. Sales and leadership expert Deb Calvert thinks people should abandon those old stereotypical ways of selling that make them feel icky or pushy because that’s not selling; that’s manipulating and forcing. Manipulation not helpful to …
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Here’s how to win more consulting sales. People often refer to it as “closing” more sales. I’m going to offer you some insights, some mindsets, and ways of thinking about this to help you actually win more business. The most effective consultants understand that it’s all about what’s going on in the buyer’s mind. 1. …
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If you’re going to be successful in business, you have to be a salesperson. King of Sales Jeffrey Gitomer gives an account of his journey from selling Encyclopedia Britannica to consulting to writing and to creating a sales training empire. Jeffrey says consulting is a very easy way to begin to make money, but a …
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