Building the Never Ending Pipeline for Professional Service Firms

In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]

The Importance of Discovering Your Prospect’s Default Value Orientation

Here’s a concept to help your business development team. Make sure your customers think like you think they think. Put simply, know your buyer’s decision process, especially their default value orientation. The tendency is to assume your customers make decisions the same way you make decisions, that they share your same value orientation. Invest time confirming that your customers […]

Do Companies Need Consultants?

Your Leadership Team’s Sales Metrics

The following is an excerpt from my book, “The Human Being’s Guide to Business Growth.” Leadership Sales Metrics It’s probably a good guess to say that your leadership team does not have sales metrics. And if your leadership team does have sales metrics, there’s a good chance they aren’t hitting them consistently. When I ask […]

Lessons Learned From Year 6 – Greg Chambers Annual Consulting Update

Lessons Learned From Year 6 ———————————————————— I usually send this note in October, on the rough anniversary of launching Chambers Pivot Industries, LLC, but for 2018 we’ll sneak it in with a day to spare. This is edition 6 (which is something like 72 in Greg-job-years). Each year I note 2 or 3 big lessons from […]

Tactics for Managing Marketing and Sales Roles

Tactics for Managing Marketing and Sales Roles We need to cover what to do with your sales and marketing staff. They are the experts in developing new business and naturally resistant to any encroachment into their turf. The day you walk in and announce that everyone sells, their eyes will roll. It’s natural. They are […]

The Future of Sales

The Future of Sales The constant news cycle centered around AI and machine learning forces leaders to consider where to apply this new knowledge and capability. Do we work strictly with existing data? What about security? Can it make my forecasts more accurate? And, if the robots are coming, when will they replace those pesky […]

How to Become A Successful Sales Manager

How to Become A Successful Sales Manager Two sales managers are promoted. Both are given teams of the same size, producing similar results, and are instructed to increase results. Both managers are given the same annual budgets, the same support systems, and report to the same VP. A year in, the VP notices a small […]

Why Hire an Executive Coach for Engineering Firms

Who holds the algorithms accountable?

Who holds the algorithms accountable? We are evaluating a new technological wonder, a soon to be indispensable part of this client’s martech stack. A proprietary algorithm that will power the growth of the company. It reminds me of a story about how the machines are building their own algorithms and that gets me wondering. Who […]