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B2B sales consulting from nonselling professionals may be one of the largest overlooked areas of sales opportunities. Relationships are a...

Improving sales performance can be likened to tuning up a high-performance car to ensure you get to your destination as quickly and...

A Comprehensive Roadmap To Drive Sustainable Growth for Your Services Business Simply put, the growth strategy framework is a powerful...

When professional services businesses ask us how to improve sales performance, we start from the ground up: identifying your core...

In the world of professional services organizations, the key to selling and sales success is staying organized and on top of tasks. To...

The Core Insight If your firm is growing but margins are shrinking, your labor model is probably the culprit, not your pricing, not your market. Labor efficiency ratios give you a quantitative lens on exactly this problem. They tell you whether your people are generating the gross margin they should be, whether your management layer is sized correctly, and whether your sales and overhead costs are eating into profitability. Four ratios do most of the work. Here's how to calcu