Exit readiness and pipeline quality
Buyers of services firms look hard at pipeline quality, not just revenue. What they check, what makes a pipeline credible and what to fix.
3 min read
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Tagged services firms
Every post tagged services firms.
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The CRO's first 30 days
A new CRO at a services firm should spend the first 30 days listening to deals, not rewriting the plan. What to look at and what to leave.
3 min readGetting partners to sell
Partners hold the relationships in a services firm, yet they rarely sell. Why they hold back and how to make selling fit their week.
3 min readUtilization pressure and the sales calendar
Services firms sell hardest when the bench is full and stop when it empties. Why utilization pressure wrecks the sales calendar and how to fix it.
3 min readWhy your website loses the first meeting
A senior buyer checks your website before saying yes to a first meeting. Here's why most services firm sites lose that moment, and what to change.
3 min readThought leadership without the ego
Thought leadership for services firms works when it helps a buyer think through their problem, not when it tells them how smart your partners are.
3 min readWhen to hire marketing in a services firm
A services firm should hire marketing once sellers have a working motion to support. Here's how to tell when you're ready and who to hire first.
3 min readThe ideal customer profile most firms skip
Services firms define their ideal customer by size and industry, then skip the part that predicts a deal. Here's the profile of the moment, not the company.
3 min readFounder-led sales and when to hand it off
When a services firm founder should stop being the only seller, what to hand off first, and what the founder should keep doing for good.
3 min readWhy great delivery people struggle in sales
Great delivery leaders often struggle when moved into sales. Here's why the skills don't transfer on their own and what helps them make the switch.
3 min readHiring your first seller in a services firm
Your first seller in a services firm needs to create deals, not just close them. Here's who to hire, what to avoid and how to set them up to win.
3 min read