Wednesday, May 19th 2021

This week in
Consulting

Virtual customers: the new normal?

This week’s must read

How to reach new customers when you can’t meet them in person

As the pandemic persists, acquiring new customers is extremely difficult. ZS experts share 3 imperatives to drive growth in an all-virtual selling environment.

What the pandemic tells us is that acquiring new customers remains extremely difficult. For B2B companies, selling has shifted to virtual methods, such as connecting remotely via video or telephone. But will the virtual-only connection enable them to meet the challenges of acquiring new customers?

This Week’s Must Read is an insight piece from ZS Associates about how to reach new customers virtually.

Andy Zoltners, Prabha Sinha and Sally Lorimer@ZS Associates

Thought Leadership

Why using ramps in your sales comp. is critical for new reps

How quickly you can onboard and ramp up a new sales rep can have a direct impact on cash flow and revenue growth. In this blog, we discuss how ramping your sales compensation is critical for success.

A sales organization must understand its sales ramp time to accurately forecast, recruit, and plan resource capacity needs. The quality of the salespeople you will hire, combined with the design of your compensation package, will have a real impact on your bottom line.

Alexander Green@motiveOS

Sales Excellence: The Marathon

Bain Partner Mark Kovac explains how to build a world-class sales team that becomes a powerful engine for growth.

In this podcast, Hugh MacArthur and Mark Kovac discuss how some companies start building a sales excellence team from day one, turning it into a remarkable engine for growth in the long run.

Hugh MacArthur and Mark Kovac@Bain & Company

Sales Excellence | Guide for Success [2021]

Explore how sales excellence can help consistently outperform key growth objectives and learn 7 tips to achieve Sales Excellence in 2021.

Sales Excellence is a critical yet intangible asset in any business. And every organization is unique in its definition of Sales Excellence and Sales intelligence. Does the key to your success lie in a deep introspection of your sales functions?

Milind Katti@DemandFarm

The Consultants | Which Is Better For Your Company in 2021: To Reduce Cost Or Increase Revenue?

Which Is Better For Your Company in 2021: To Reduce Cost Or Increase Revenue? Performance improvement or Go to market ? Combine & choose

In today’s disrupted market, our basics like pricing need solidity whether you focus on the short or long term. But should you focus on decreasing costs or increasing revenues?

Baydhir Badjoko@The Consultants bvba

This week’s Consulting News

Global Environmental Consulting Services Market (2021 to 2028) - COVID-19 Impact and Analysis

Dublin, May 18, 2021 (GLOBE NEWSWIRE) -- The “Environmental Consulting Services Market Forecast to 2028 - COVID-19 Impact and Global Analysis By Service Type, Media Type, and Vertical” report has been added to ResearchAndMarkets.com’s offering. The environmental consulting services market is expecte…

| @ Yahoo Finance

MGT Consulting is Now Partnered with Eric Hall & Associates of California to Positively Impact School Districts

This partnership elevates EH&A’s capabilities by enhancing its portfolio to include MGT’s full suite of services and national footprint.

| @MarCom Consultants

KSM Consulting rebrands as ‘Resultant’

KSM Consulting, an Indianapolis-based management and technology consulting firm, has rebranded as Resultant. The strategic rebrand includes a new name, logo, brand identity, and website.

| @Consulting.us

Senior Business Transformation Expert Raj Nagarajan Joins FTI Consulting in Dallas

WASHINGTON, May 18, 2021 (GLOBE NEWSWIRE) -- FTI Consulting, Inc. (NYSE: FCN) today announced the appointment of Raj Nagarajan as a Senior Managing...

| @FTI Consulting

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This week’s media

We talk a lot about how to land a discovery call or demo, but what happens after that is even more important. How to avoid losing prospects?

Consulting sourcing tips

Podcast | How to evaluate the quality of a consultant?

by Hélène Laffitte | Oct 21, 2021 | Clients, Managing The Consulting Category, Podcast

It's not easy to find a consulting firm that meets all of your criteria, but it's well worth the effort! By following this straightforward process, you'll find the best fit for you and your project. On this week’s Smart consulting Sourcing podcast, I tell you how to...

5 Mistakes When Sourcing Consultants You Should Avoid

by Hélène Laffitte | Oct 19, 2021 | Post of the Week, Clients, Managing the Consulting Sourcing Process

5 Mistakes When Sourcing Consultants You Should AvoidPeople make many mistakes when sourcing consultants, and it can be challenging to avoid them all. The following are five of the most common mistakes that people make when sourcing consultants.5...

Podcast | How to qualify a consulting firm for a project?

by Hélène Laffitte | Oct 14, 2021 | Clients, Defining the Needs and Finding a Consultant, Podcast

There are several markers that define the “Consulting DNA” of a company: the obvious capability & industry experience, but also the footprint, culture, and delivery model. On this week’s Smart consulting Sourcing podcast, I tell you how to qualify a consulting...

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This Week In Consulting: Is Risk Management hindering Growth?

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