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Josh Pigford: Dabbler. Co-founder and CEO of Maybe.

dx0 maps your Salesforce environments, giving everyone in the team the context to deliver better, create accurate docs, and understand any org in minutes.

Level 1: NOT BUSY My schedule is wide open. I can choose infinite paths. Zero commitments. The weekend. I sleep like a baby. Life is good, but am I living my be

I’ve been trying something new lately and it’s working. It’s changed the way I hire, buy businesses and sell services. When I put something on paper, I’m more likely to make a deal happen. 1) Instead of sending an acquisition offer email to a founder, I send them a letter of intent (LOI). 2) Instead of sending a job offer to a prospective hire, I send them a formal offer letter. 3) Instead of sending a proposal to a client, I send them a DocuSign. In the midst of buying a business because I went from first convo to LOI in 24h. Founder loved it. Not sure the deal would have gone through if I didn’t make it feel “real” so fast. Putting it on paper speeds up the entire deal-making process. And we all know how much time kills deals. You invite competition to compete or people just chase another shiny object, not your shiny object. Sure, paperwork scares people off. And I’ve certainly scared off my fair share of folks. And yeah, it adds more time to the process. But I’ve got some templated LOIs or proposals, I’ve started to use to make it pretty quick. Anyways - sharing in case this is fruitful to someone out there reading this. It turns out putting it on paper is a shortcut not talked about nearly enough. Don’t just think it, ink it—put it on paper. | 40 comments on LinkedIn

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Tools and applications to streamline the analysis and customisation of your Salesforce Orgs.

For decades, salespeople have been taught that there is only one possible reason for lost sales: that salespeople have failed to defeat the customer’s status quo. Perhaps the customer doesn’t fully appreciate the problem that their solution is designed to solve. Or maybe they don’t yet see enough daylight between their company’s solution and that of the competition. So, salespeople break out their arsenal of tools to prove to the customer the many ways their solutions will help them win. And, when all else fails, they dial up the “FUD” — or, fear, uncertainty, and doubt — to tap into the customer’s fear of missing out. But, as time-honored as the techniques are, research shows that they don’t work as well as they once did. In fact, they aren’t just unproductive; they can actually be counterproductive to the goal of getting the customer off the fence. Instead, salespeople should focus on customer indecision — and, specifically, apply a new framework to situations where indecision is the biggest blocker.

All the learnings I shared with my audience on LinkedIn, covering topics like business development and profitability, positioning, strategy, and more.

In this post, I discuss an approach to service design for boutique consultancies that I have witnessed repeatedly delivering solid results.

I share a straightforward value proposition design approach that Florian Heinrichs and I co-created and apply in our work with consulting firm clients.

The inspirational story of how a boutique consultancy beat a Big-4 consulting firm for a large-scale transformation project.

The best consulting pitch I’ve ever seen. In case you missed my new article, it’s a must-read for every consultancy owner or leader :-). The fantastic story of a boutique consultancy being 180k more expensive and still winning the contract, beating a great Big-4 player. The 4 success components of the pitch: 1️⃣ FOCUS Doing 1 thing (post-merger, large-scale digital integration), going all the way, and having the courage and discipline to sticking to it. Year after year. 2️⃣ REPETITION Doing 1 thing and repeating it multiple times to improve. 3️⃣ SIGNATURE METHODOLOGY Repeating 1 thing over multiple years to create a differentiating signature methodology. 4️⃣ TRANSPARENCY Openly explaining the improvement journey, including all the hurdles, troubles, challenges, and successes in developing the signature methodology. If you still need to read this case study, take a cup of coffee or tea and enjoy. https://lnkd.in/eB6_7Xcb #consulting #consultants #managementconsulting #thebestconsultancypitch

You probably already know, that contact count is one of the main variable cost drivers of your Salesforce Marketing Cloud license. However this is also one of the factors which is most in your control. Let’s revisit what the contact count actually is: A contact in Contact Builder is an individual added to any contact

So, your job is to market a consultancy? Then this blog is for you. All things firm marketing, and how to do it better, in plain English!