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We have categorized 6 documents as Consulting Sales. All documents are displayed on this page.

There's an underlying truth that many consultants grasp intuitively, something Indra Nooyi, former CEO of PepsiCo, once said: "The distance between number one and number two is always a constant." As consultants, the pressing need to lead the pack, outperform competitors, and deliver unrivaled solutions is a constant reality. And in a consulting environment, sales is the engine that drives this.




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Flevy Management Insights: Consulting Sales


There's an underlying truth that many consultants grasp intuitively, something Indra Nooyi, former CEO of PepsiCo, once said: "The distance between number one and number two is always a constant." As consultants, the pressing need to lead the pack, outperform competitors, and deliver unrivaled solutions is a constant reality. And in a consulting environment, sales is the engine that drives this.

Developing a Consultative Selling Mindset

High-performing consulting sales professionals embrace a consultative selling mindset—focused less on product features and benefits, and more on the client's challenges and desired outcomes. It's a shift away from a transactional point of view to a relationship-building approach. Let's explore some of the principles that can facilitate this transformation.

Practicing Active Client Engagement

Active engagement entails continuous interactions with the client to ensure alignment with their vision and objectives. It’s not about selling services, rather it's about fostering a partnership that helps drive Operational Excellence.

Establishing A Long-Term Relationship

An effective consulting sales professional understands the importance of maintaining and nurturing long-term client relationships built on mutual trust, shared value, and mutual success. Here are few principles to consider:

In the evolving landscape of consulting, the most successful sales representatives view themselves not just as sellers, but as sources of value for their clients. By adopting a consultative mindset, engaging clients actively, and nurturing long-term relationships, consultants can position themselves to succeed in the competitive consulting industry.

For effective implementation, take a look at these Consulting Sales best practices:


Explore related management topics: Digital Transformation Operational Excellence Strategic Planning Performance Management Risk Management Organizational Culture Competitive Landscape Consulting Proposals Consulting Frameworks Consulting Training Business Development




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