Win Loss Analysis for Service Firms: Why Deals Really Die
Win loss analysis for service firms in four questions and three review altitudes. Learn why the reason a buyer gives is rarely the real one and how to fix it.
LER ▸Land and Expand Consulting: One Diagnostic, Years of Revenue
Land and expand consulting starts with a broad diagnostic. See how one assessment earns trust, and the five step expansion sequence that grows existing clients.
LER ▸Consulting Case Study Structure: The Four Part Client Story
Consulting case study structure that sells: a four part client story built from the client before, the diagnosis, the engagement and the scoreboard result.
LER ▸Consulting Sales Pipeline Stages Built Around the Buyer
Consulting sales pipeline stages should reflect what the buyer has done, not what you did. Grade deals by the seniority of the buyer engaged and set six gates.
LER ▸Bad Sales Habits to Ban From Your Partner Network
Bad sales habits quietly drain pricing power, trust and pipeline. See the ten habits to ban from your partner network, and why they are bans, not tips.
LER ▸Consulting Sales Objections: What Each One Really Signals
Consulting sales objections are predictable, so improvising is a choice. Learn the four signals behind the ten common objections and answer the real concern.
LER ▸Selling to a Buying Committee: One Deal, Five Talks
Selling to a buying committee means five conversations, not one. Learn what each seat is buying and three moves for running the room on a six figure deal.
LER ▸Partner Sales Enablement: Turn Certified Partners to Sellers
Partner sales enablement for networks whose certified partners cannot close: the three layer, eight tool kit that moves delivery skill into demand and revenue.
LER ▸Relationship Selling Fails in Complex Consulting Deals
Relationship selling feels safe, yet Dixon and Adamson found it is the most common profile among underperformers in complex B2B deals. Here is the fix.
LER ▸Assessment Debrief Call: A 30 Minute Script That Closes
Assessment debrief call: the 30 minutes after a client sees their score decide whether the diagnostic earns money. Three jobs turn a score into a signed deal.
LER ▸Consulting Sales Process: A Six Stage System for Big Deals
Consulting sales process built from VITO, Challenger, SPIN, Gap Selling and JOLT. Six stages that move a complex services deal from altitude to commitment.
LER ▸First Client Case Studies: Turn Five Clients Into Referrals
First client case studies pay you twice. Run each engagement as an experiment, define done, collect proof and time the referral ask for the right month.
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