By Paul Collins
No matter how good we are, there is no point in being open for business if prospects are not aware of us or if we are unable to persuade them of our value. The marketing and sales process is about the lifeblood of our company: How we attract clients to us—marketing—and how we persuade them to do business with us—sales.
The marketing and sales process is crucial to sustained growth and small improvements to it can lead to tremendous growth. Yet, most consulting firms are poor at it. In a recession, the consequence of being poor at it is the difference between survival and personal bankruptcy.
Tip #1: Make the Most of Past and Current Relationships
Do we wait for serendipity to throw some sales leads our way or do you proactively chase groups of qualified prospects where you have a 'right to win' with a well-coordinated sales campaign? Now is the time to do the latter.
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