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Learn More »Zipursky Cousins
Business Consulting Buzz Co-Founders Michael and Sam, often called the "Zipursky Cousins," have advised companies around the world for over a decade. Their work has appeared in the media and their programs are used by thousands of consultants in more than 23 countries.
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Category Archives: Sales and Consulting
Long-term Sales Strategy Targeted at Initially Hostile and Distrustful Clients
Hard sell or Cold calling techniques can work very well when you are in your “comfort zone” or sales territory. You might be able to pass the “gate keeper” or even to convince the initially hostile client of the beauty … (READ MORE…)
The Blitz Model to Sales Consulting: Interview with Andrea Sittig-Rolf
How does someone in sales go from working as an employee to starting her own sales consulting firm and generating over $1Million in revenue? In this interview you’ll learn from Andrea Sittig-Rolf, the president and founder of BlitzMasters. Andrea’s clients … (READ MORE…)
Giving Your Business a Marketing Makeover: Book Review
I recently received a package in the mail with a review copy of Gil Effron‘s new book “How to Give Your Business an Extreme Marketing Makeover.” The picture on the front cover has a painter on it. If I’d missed … (READ MORE…)
Consulting Sales Secrets: Interview with James Yuille
James Yuille has contributed some very popular posts on Consulting Fees and a series on Consulting Sales. I asked James if we could dig deeper into the sales methodology he’s used so successfully as a consultant and with businesses of … (READ MORE…)
Post Sales Follow Ups for Consultants
Ok, you have closed the sale, delivered the service, installed the unit or set up the system. The customer is happy and you made a nice return for your time. Now what? No matter what you sell, after sales follow … (READ MORE…)
6 Biggest Concerns Consultants Have About Starting Up On Their Own
During the week of October 3rd, 2011, Antoinette Oglethorpe, a consultant and former manager of Accenture consulting will be running a series of audio masterclasses to help consultants, coaches and other professionals who want to become self-employed and start up … (READ MORE…)
Asking For the Order in Sales
Way too many salespeople lose orders they should have won. They talk too much, don’t listen enough, pitch too soon and use manipulative closes. Dear old Zig, dear old Tom; you guys made rods for our backs when you taught … (READ MORE…)
The Sales Visit
I’m assuming here that you’re visiting someone who fits your prospect criteria; they have the problem you solve and are open to considering a solution to it. You’ve exchanged pleasantries and have hopefully established some common ground; sports team, kids, … (READ MORE…)
Top Ten Technologies to Help Close Consulting Sales
Today’s prospective client is an educated, sophisticated, well-informed and technically savvy professional. Therefore, if you want to play in the game, you must be current on technology as well. Below are the top ten technical tools you need to understand … (READ MORE…)
Making Cold Phone Calls for Consultants
While you may not relish the idea of making hundreds of cold calls, by following this process you will in effect be testing your advertising or direct mail headline. By now you have identified what problem you solve; who has … (READ MORE…)
