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 problem for three years. Nobody was interested in fixing it – they were too busy doing other things. Then the board set a mandate, and the CEO had to act.
That is not a coincidence. That is how buying decisions actually work.
Chronic pain gets tolerated. A specific event forces a decision that was previously deferrable.
A new CEO walks in with a mandate to cut costs by 20%. A company closes a Series B and now has to scale a team that was never built for growth. A merger gets announced, and two incompatible systems need to talk to each other. A key operations leader resigns overnight.
These are buying triggers. The difference between a company that has a problem and a company that is ready to act right now.
As a consulting founder, you are already juggling client delivery, business development, and everything in between. Your prospecting time is limited. Spending it on companies that have pain but no trigger is the slowest path to a closed deal.
Prospect against the trigger, not the pain alone.
I built a free tool for consultants called Trigger Radar that scans your target companies for verified evidence that a buying trigger has fired. Sources and dates included.
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Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
