Why Discovery Calls Don’t Give You the Buyer Insight You Need
Relying on your discovery call notes for buyer insights is a mistake most consultants don’t know they’re making. A consultant doing mid-six figures came to
Relying on your discovery call notes for buyer insights is a mistake most consultants don’t know they’re making. A consultant doing mid-six figures came to
Three consulting founders. Three different hires. Same outcome.Fractional head of sales. Lead gen agency. Strategic partnership.Six months in: no pipeline movement. The conclusion everyone of
I use lots of connectors with AI (Claude mostly) and it’s totally changed how I work. But there’s something uncomfortable that I don’t hear most
Seth Godin said this many years ago and I’ve never forgotten it. One of the most reliable competitive advantages (or moat) a business can have
“I hired the best head of sales I could find. It didn’t work.” I hear some version quite often. The agency that generated unqualified leads.
Here’s my hypothesis on why good consulting work won’t always get you the next engagement. It will come down to adoption. When clients don’t adopt
“Consulting is dead. Here are 3 prompts that replace what McKinsey charges $500k for.” I keep seeing these types of posts on LinkedIn. And it
Ask a consulting founder about the potential of their current offering.They’ll say “huge.” “Massive opportunity.” “We’ve barely scratched the surface.” Then ask them to design
The most dangerous BD activities are the ones that feel productive. Most consultants I know are not avoiding business development. They are doing it every
Last week, two of the world’s largest AI companies decided to enter the consulting market. OpenAI launched a $4 billion deployment venture. Anthropic launched a