A Better Way to Land Consulting Clients In this podcast episode 66, Russell Pearson shares insights on a more effective way to land consulting clients. Exploring the evolution of sales from solutions in the 90s to outcome-based sales in 2010, he emphasizes the importance of understanding clients' current situations before selling outcomes. Russell introduces the concept of focusing on symptoms rather than causes, connecting with the 80% of prospects who are symptom-aware but not problem-aware. He discusses the power of niching down to better understand and address specific client issues, encouraging consultants to create a list of symptomatic issues for effective communication. Subscribe for more episodes and check out Russell Pearson programs for valuable resources. Visit this website to download the FREE resource guide: https://russellpearsonprograms.com/ Your Consulting Business Podcast provides weekly thoughts, ideas, and insights for creating a Consulting Business that aligns with a Lifestyle you LOVE. #ConsultingBusiness #SalesEvolution #OutcomeBasedSales #SymptomsToOutcomes #NichingDown
No persons identified in this episode.
This episode hasn't been transcribed yet
Help us prioritize this episode for transcription by upvoting it.
Popular episodes get transcribed faster
Other recent transcribed episodes
Transcribed and ready to explore now
SpaceX Said to Pursue 2026 IPO
10 Dec 2025
Bloomberg Tech
Don’t Call It a Comeback
10 Dec 2025
Motley Fool Money
Japan Claims AGI, Pentagon Adopts Gemini, and MIT Designs New Medicines
10 Dec 2025
The Daily AI Show
Eric Larsen on the emergence and potential of AI in healthcare
10 Dec 2025
McKinsey on Healthcare
What it will take for AI to scale (energy, compute, talent)
10 Dec 2025
Azeem Azhar's Exponential View
Reducing Burnout and Boosting Revenue in ASCs
10 Dec 2025
Becker’s Healthcare -- Spine and Orthopedic Podcast