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The Dirty Little Secret of Selling and Consulting Virtually

Every day, sellers, consultants, auditors and other professionals run into the fire without a hose. They are determined to do a good job but are ill-equipped to put out the fire. This analogy is a little dramatic, but it happened to me early in my career.

Initiating C-Level Conversations: PSI Client Example

One of the world’s largest consulting firms (a PSI client) approached us to help their partners and managers (customer-facing professionals) initiate and engage in conversations with C-level executives about industry-focused hot-topics that linked to their solutions.

Success Factors for Selling and Consulting Virtually

Knowing your customer has never been more critical than in today’s virtual environment. Even though some businesses and industries are planning to return to in-person meetings, virtual consulting and selling are here to stay. LinkedIn’s “State of Sales 2021: United...