Josh explores the often misunderstood realm of sales training, emphasizing that a strategic approach is far more effective than traditional training sessions. He highlights the importance of assessing a sales team's current performance and identifying the top 20% that generate the majority of results.

Instead of generic training, he advocates for a tailored strategy that focuses on leveraging the strengths of top performers while addressing specific market opportunities. Through real-life examples, Josh illustrates how companies can benefit from strategic conversations that prioritize meaningful outcomes over chaos. By aligning sales efforts with clear growth objectives, businesses can create a more focused and efficient sales process that drives lasting success.

Consulting for small businesses is evolving, and a holistic approach is becoming increasingly vital for sustainable growth. Josh discusses the limitations of traditional consulting methods, which often lack thorough diagnostics and fail to consider the broader picture essential for unlocking a company's true potential. While many consultants focus on specific tactics—like marketing or sales—Josh asserts that these tactics are only part of the equation. He emphasizes the need to address the mindset of business owners, identifying it as the ultimate bottleneck that can hinder growth. Through his decades of experience, he has learned that tackling emotional barriers and limiting beliefs can lead to significant breakthroughs, which is a crucial aspect of his approach.

Takeaways:

• Josh emphasizes a holistic approach to consulting that addresses both business challenges and the mindset of the owner.
• Effective consulting for small businesses requires deep diagnostics to uncover underlying issues and opportunities for growth.
• The bottleneck to business growth often lies in the mindset of the owner, which must be addressed for sustained success.
• Consultants should avoid being one-trick ponies and instead provide comprehensive solutions that align with business needs.
• A successful consulting model aligns performance-based compensation with specific outcomes, fostering mutual success for both consultants and clients.
• Josh believes that addressing personal growth alongside business development leads to better results and fulfillment in both areas.

Here are some strategies you can use to follow up with prospects that have stalled out due to the election chaos.