The State of Selling Professional Services 2015 Entering 2014 the news was generally gloom and doom. “Americans will earn less than they previously expected, that fewer of them will want jobs and that fewer will get them. They think companies will invest less and earn less. The economy, as measured by growth in real gross domestic product, […]
How Jobs Get Filled – A Redux It’s the end of the year. Economic indicators are up. The number of people out of work continues to drop. The press has taken notice. There are a few articles that have come out and caught my attention lately. One was a look at the number of new hires […]
How We Generate Early Stage Leads in a Complex Sales Process In my last missive we ran through a high level Big List of Complex Lead Generation Tactics. Someone gave me the white board and the scribbles were flying. Heads nodded and understanding floated down. “I get it,” someone offered. “Now what?” Start with the […]
Complex Lead Generation – A Big List of Tactics “What’s the best way for us to generate leads?” A big question with no single answer. In order to demonstrate the depth and breadth of tactics available for a professional services firm, I jump up to the whiteboard and draw a circle.
Tropical Shirts and Value Propositions As the Final Mad Gringo Go Slow Tropical Shirt campaign moves along, I am reminded of the discussion about selling to “value” and my use of a tropical shirt as analogy. Specifically, the price and value of a Ralph Lauren 100% Viscose orange tropical shirt versus the old Mad Gringo 100% […]
Greg Chambers updates you after 2 years of solo consulting It’s been two years since I started Chambers Pivot Industries, and it’s time for another update. Last year I sent a list of “The 3 Most Surprising Lessons” from my first year of consulting. (If you missed that, the abridged version: – the word “consultant” has […]
Trusted Advisors and New Business Idea Generation “All I did was add overhead without any change in the top line. I think I need to go back to the way things were because your idea to add high-powered administrative staff isn’t working.” Hold on! In the last article we went through some simple math to […]
How To Spend More Time With Your Clients Your top people aren’t spending enough time with customers. I was reading a report on activities that professionals can outsource to assistants. Included in that list were activities such as: Reports for clients Correspondence with clients Time Tracking Billing preparation Internal database updates Monitoring workflow Advising clients of […]
Facebook Audiences as a Direct Marketing Tool It happens every day. A question is asked about some new marketing tool and I have no idea what they are talking about. In this case it was about my thoughts on Facebook Audience Insights. Wait, what? I’m pretty up on my Facebook stuff. We first tested Custom Audiences […]
Helping Your Sales Team Qualify Prospects with the Budget Question “I’ve looked at things from both sides now. . .” There was an article in this past weekend’s Wall Street Journal that used Joni Mitchell’s “Both Sides Now” as a metaphor for life. It’s what comes to mind when describing my weeks as a purchaser of […]
Companies hire me to help them speed up growth. I do that by helping them design sales practices that fit their size, disposition and unique culture.
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