Sales doesn’t have to be sleazy
Young consultants are often enamored with the “case” rather than how the case was sourced/sold. If only it were that easy. Cases don’t appear from thin air. Sales is the lifeblood of all businesses, including consulting. Unfortunately, there are not a lot of books that do a good job of highlighting the key traits of good sales people.
I just finished a neat little book (Life’s a pitch by Broughton) that may bridge that gap. It uses a wide variety of examples – from a seller in a market in Morocco, to the pitchman for infomercials on TV; there’s never a dull moment. It is very well written with lots of humor and empathy (rather than just trite ‘sales tactics’). Most importantly it emphasizes (and shows with examples) how one does not have to be the “sleazy car salesman” type to be successful (thank god; otherwise I would fail miserably).
I would recommend this to all consultants that are either Partners (or nearing that zone).