Alan Morton, MD of SBR Consulting, shares insights on building a scalable sales engine, diversifying client relationships, embracing sales culture, and leveraging CRM for consultancy growth. Learn about strategies for effective client interactions, curiosity-driven conversations, and metrics tracking to optimize sales outcomes.
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volunteer_activism ADVICE
Mitigating Client Concentration Risk
Understand your revenue sources to identify concentration risks.
Diversify your client base and avoid over-dependence on one key client or contact.
insights INSIGHT
Reframing Sales
Selling, when done right, is a mutual exchange of value, not a win-lose scenario.
It involves building trust-based relationships and providing tangible outcomes for both parties.
volunteer_activism ADVICE
Moving Beyond Reactive Consulting
Encourage proactive client interaction and reposition your consultancy as a trusted advisor.
Go beyond simply reacting to client requests and proactively offer valuable insights.
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Is your firm relying on the same handful of ‘rainmakers’ to bring in business?
The latest episode of Climb in Consulting looks at the practical steps consultancies need to take to build a scalable sales engine that fuels growth and removes risk.
Nick was joined by Alan Morton, Managing Director of SBR Consulting, a specialist global consultancy that focuses on growth and revenue acceleration.
On the day SBR Consulting hit its 1000th client milestone, Alan shared his insights on:
- The dangers of client concentration: Discover how to avoid over-dependence on one key client or contact.
- Demystifying (and democratising) sales: Remove the stigma around sales and create a culture where everyone embraces it as a way to add value and build trust.
- The power of "coffee conversations": Turn casual chats into opportunities by using curiosity-driven questions to uncover challenges and potential solutions.
- Moving beyond a hope-based strategy: Develop a systematic approach to winning business through active listening and asking the right questions.
- Metrics that matter: Learn the key sales pipeline metrics you should be tracking to gain predictability and optimise your sales process.
- Building a coaching culture: Discover how data-driven insights can be used to identify development needs and fuel a strong coaching culture within your consultancy.
- CRM done right: Avoid the "garbage in, garbage out" trap and learn how to leverage a CRM system to gain valuable insights and improve your sales effectiveness.
This episode is packed with practical takeaways that will help you transform your consultancy from a reactive business to a proactive growth machine.
We hope you enjoy the show!
Reach out to Alan: https://www.linkedin.com/in/alanmorton/
Learn more about SBR Consulting: https://sbrconsulting.com
Books, magazines, and websites mentioned in the show:
Man’s Search for Meaning by Viktor Frankl
Screw It, Let’s Do It by Sir Richard Branson
Climb In Consulting 