Among the many hats I wear at my firm, I am head of sales and Chief Rainmaker. That doesn’t mean that I enjoy sales though. For many – myself included – that word “sales” has such a negative connotation…
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Are You a Commodity or a Priceless Gemstone?
Sure, I’ll admit it! One of our “survival strategies” during the recession was to reduce rates. I wouldn’t say that we were the Walmart of management consulting firms always striving – let alone promising – to be the guaranteed low-cost…
Posted in Customer Relationship Management, gemstone, Marketing, Recession, Sales, success, Value, Walmart commodity
The 3 C’s of Building Trusting Relationships and Getting to ‘Yes’ with Your Clients
This guest post was generously contributed by David Nielson, Executive Consultant at Plus Delta Consulting. For any of us in the field of management consulting, the issue of sales and marketing is usually a challenge. We’re often so busy delivering…
Posted in business, Client Relationships, Sales Tagged with: Client Relationships, management consulting, relationship selling, trust
