Why Consulting Founders Avoid Sales — and What It Costs Them
Consulting founders don’t avoid sales because they’re too busy. The real reason is… …they avoid it because they don’t want to feel rejected. They’ll build
Consulting founders don’t avoid sales because they’re too busy. The real reason is… …they avoid it because they don’t want to feel rejected. They’ll build
Three consulting founders in the last three months have told me a version of the same thing. They’re tired of the grind. A project ends,
You’ve probably tried one of these already: a fractional head of sales, a lead gen agency, a strategic partnership. I watched three founders try all
There’s no shortage of theory on how to grow a consulting firm. So why do so many founders still struggle to grow their business? Here’s
Every September, consulting founders get excited because budgets are decided. But a decided budget is not a deadline. I’m writing this before the September rush,
There’s a familiar pattern I’ve seen play out for years as consulting businesses grow. In the last six months, three founders said almost the exact
6 new clients in a year. 4 direct. 2 through partners. That’s what Devin Valencia built after getting his ServiceNow consulting practice in front of
We closed a big consulting deal in two weeks. But the typical sales cycle was 6 months. Here’s what happened. The company had the same
Last week I built a pipeline diagnostic. People used it. Then they told me what was wrong with it. Ten questions, designed to identify the
How do you sell based on outcomes when the proof takes long to arrive, but your engagement is only for 6 to 9 months? That’s