B2B Sales disruption using tactics from retail (published on Forbes)

A disruptive new sales model is emerging. Business-to-business (B2B) companies are adopting digital-enabled tactics resembling those used by Amazon and eBay when they disrupted retail a decade ago.

Companies that have embraced the model we lay out in the article below can optimize sales, marketing, and product design, with impressive results: double the revenue growth and 30 percent better sales efficiency.

There is a revolution coming in B2B sales — read the article to find out more!

Forbes-logo (1)B2B Sales Is Being Massively Disrupted
(Hint: It’s Looking More Like B2C)

5 tactics to make short classes work

http://www.flickr.com/photos/childofwar/3097124543/sizes/m/in/photostream/Have a short (1-4 hour) class/tutorial to give? Want your students to learn tons and rave about the class? Want them to teach you and stay engaged in the topic moving forward?

Here are a few tips I’ve picked up from running mini-classes in academic and professional settings:

  • Listen to the room
  • Build skills through lessons
  • Let them get their hands dirty
  • Do the boring stuff in advance
  • Follow up with homeworks

These are mostly related to programming-type topics (see here and here from some examples), but I’ll bet the ideas are broadly applicable. Hopefully you can share some of your experiences as either a student or teacher in the comments!

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How to be more insightful

Ball made of gearsOne way consultants add value by being “insightful,” but what does that really mean? What’s more, if you aren’t “insightful” already, how do you improve?

I’ve been thinking about this lately and distilled 4 ways to push your thinking and get more insightful.

  • Change your shoes
  • Find parallels to things you know
  • Ask ‘how’ and ‘why’ to dig deep
  • Get super specific

Continue reading “How to be more insightful”

3 hints for Excel excellence

Excel is the go-to tool for business calculations. Simple or complex, weeks of work or merely minutes, you’ll use Excel eventually. As with any tool, knowing a few tricks can transform the output from a clunky mess to a useful, beautiful creation.

  • Learn before you hack
  • Make it pretty
  • Document everything

These three hints apply to lots of life’s endeavors,
but let’s talk about how they apply to Excel.

Continue reading “3 hints for Excel excellence”

Convert images to data with Plot Digitizer

You’re scouring the internet for data to prove your point…
After hours of searching, you finally found it!
One problem – it’s a chart in a pdf…

Charts are better than nothing, but you really want to have the numbers in Excel or Matlab so you can do analysis and get big insights (or at least make a nicer-looking chart).

The answer is Plot Digitizer

Continue reading “Convert images to data with Plot Digitizer”

Question-Data-Action: Structure your work-plan

As I’ve transformed into a consultant over the last year I’ve started structuring everything… The trick always finding the right structure. Here’s a great one!

I recently worked with a colleague who uses a work-planning structure that breaks big, wide-open questions into actionable next-steps. The Question-Data-Action framework is thorough, thought provoking, and easy to communicate with 4 simple steps:

  1. Define key questions
  2. Refine to sub-questions
  3. Determine what data is needed
  4. Identify actions to get the data

Each step gets you closer to an actionable workplan that will make your life easier and help you communicate timing and deliverables with clients and colleagues.

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A PhD’s Guide Getting Consulting Jobs

In this three-part series I’ll give you a how-to for getting an interview, preparing for it, and dazzling the interviewers once you’re across the table. These are the main topics we’ll cover:


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Part 1: Branding Yourself and Making Making a “Wow” Resume

This is the first part of “A PhD’s Guide to Getting a Consulting Job,” because personal branding and resume building can help you the most! Having a great resume and a powerful personal brand is necessary to get in the door, and if you do it right, you may have the job before you even start talking.

First I’ll talk about how to build your brand, then I’ll share my tips on resume writing. Continue reading “Part 1: Branding Yourself and Making Making a “Wow” Resume”

Part 2: Preparing for Your Case Interview to Get Bulletproof

So far in the “PhD’s Guide to Getting a Consulting Job,” we’ve covered how to work on your personal brand and write a resume that will get you an interview. Now, it’s time to get bulletproof for the interview itself.

Case interviews are an interview tool that consulting companies use to gauge your analytical skills. Essentially, the case interview involves answering an open-ended question about a business problem. The interviewer gives some background on a (hypothetical) company that needs help. Then the candidate talks through an analysis and solution.

I’m going to show you how to rock a case interview. Continue reading “Part 2: Preparing for Your Case Interview to Get Bulletproof”