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Really skilled management consultants typically have some common traits stemming from years of experience and hard-won lessons acquired from advising clients on a spectrum of unique issues and opportunities. The great ones stand out specifically because they create tangible results and nurture mutually beneficial (and ideally enjoyable) relationships that deliver value time and time again. From our collective 4 decades of experience working as, and working with a wide range of management consultants, these are the top 6 characteristics you should be looking for ..read more

As I write this article, the one word that best describes the impact of the Coronavirus on our lives is uncertainty. We just don't know exactly how this will all play out. But there are some inevitable changes that will hit the world of business development ..read more

The inbound marketing concept, as developed by Brian Halligan and Dharmesh Shah of HubSpot, has evolved into a full-customer lifecycle way of doing business. The original concept was based on a funnel approach which progressed from website visitor to lead to customer. Once they became a customer, they were passed over to customer service. HubSpot has evolved their philosophy from a funnel to a "flywheel", where the inbound approach is part of the customer lifecycle long after they become a customer ..read more

A consistent flow of new opportunities is the lifeblood of a growing professional services business. Many professional services businesses have a growth pattern characterized by peaks and valleys. This is related to the nature of most professional services businesses. While some professional services businesses have dedicated sales professionals, most employ professionals who produce new business, manage projects and the business relationship, and often manage the business. The typical scenario is that a principal produces new business and then dedicates her time to implementing ..read more

  Have you installed iOS 13 on your iPhone yet? There are many cool features, but for me, one stands out - the Silence Unknown Callers feature. This feature sends any caller who isn't in your contacts list directly to voicemail. If you're like me, you're sick and tired of the relentless robocallers who blow up your phone 24/7. So what does this  have to with the fundamentals of inbound lead generation? It places a dagger in the heart of the old way of generating leads, dialing for dollars. Buyers turn to the internet when they're researching purchases and connect with sellers o ..read more

Sales enablement, as defined by HubSpot, is the the processes, content and technology that empower sales teams to sell efficiently at a higher velocity.  Put more simply, sales enablement is a recognition that the B2B buying process has changed. Buyers buy based on their needs and processes, the role of sellers is to understand those needs and processes and to facilitate the buying process. In order to be successful in the modern sales paradigm, you first need to understand how your buyers buy. DemandGen Reports recently released 2019 B2B Buyer Behavior Survey Report gives grea ..read more

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As sales and marketing technology becomes more effective and more affordable, B2B sellers are increasingly using it in their business development efforts. But many aren't realizing the benefits that this technology has to offer. As a HubSpot Certified Agency Partner, we work with businesses to help them use sales and marketing technology to make their business development processes more effective. Which is an important concept to understand - sales and marketing technology should be used to make your processes more effective. It's counterproductive to build your business develop ..read more

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