--- title: Leadership Blog | sales description: sales | Some insights on leadership for technology and professional services leaders. --- [Skip to content](https://koehn-consulting.com/blog/tag/sales#main-content) [![Koehn Consulting, Inc.](https://koehn-consulting.com/hs-fs/hubfs/TRANSPARENT-03%20-%20blue.png?width=100&height=100&name=TRANSPARENT-03%20-%20blue.png)](https://koehn-consulting.com/) - [Home](https://koehn-consulting.com/) - [About](https://koehn-consulting.com/about) - [Blog](https://koehn-consulting.com/blog) Open main navigation Close main navigation - [Home](https://koehn-consulting.com/) - [About](https://koehn-consulting.com/about) - [Blog](https://koehn-consulting.com/blog) - [Start here](https://koehn-consulting.com/maturity) [Start here](https://koehn-consulting.com/maturity) # Leadership Blog Actionable insights on leadership for professional services leaders.  [![Two men speaking at a social gathering, one with a halo above his head. ](https://koehn-consulting.com/hubfs/DALL%C2%B7E%202024-06-11%2013.00.02%20-%20A%20business%20professional%20at%20a%20modern%20office%20happy%20hour%2c%20engaged%20in%20a%20deep%20conversation%20with%20a%20colleague.%20The%20setting%20is%20lively%2c%20with%20people%20in%20the%20back.webp)](https://koehn-consulting.com/blog/did-it-help-that-you-were-right) [leadership](https://koehn-consulting.com/blog/tag/leadership), [sales](https://koehn-consulting.com/blog/tag/sales) ## [Did it help that you were right?](https://koehn-consulting.com/blog/did-it-help-that-you-were-right) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) June 11, 2024 Recently, I was at a happy hour with a colleague who’s in sales. He shared a dilemma he was facing a... [Read more](https://koehn-consulting.com/blog/did-it-help-that-you-were-right) [![Two hands shaking in front of money](https://koehn-consulting.com/hubfs/DALL%C2%B7E%202024-06-03%2013.47.56%20-%20A%20photorealistic%20image%20of%20two%20hands%20shaking%20in%20front%20of%20a%20pile%20of%20money.%20The%20hands%20are%20centered%2c%20with%20a%20large%20amount%20of%20cash%20in%20the%20background.%20The%20ba.webp)](https://koehn-consulting.com/blog/sales-compensation-models) [sales](https://koehn-consulting.com/blog/tag/sales), [compensation](https://koehn-consulting.com/blog/tag/compensation) ## [Sales Compensation Models](https://koehn-consulting.com/blog/sales-compensation-models) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) June 4, 2024 You’ve decided it’s time to bring on a dedicated salesperson. Early in the interview process, they a... [Read more](https://koehn-consulting.com/blog/sales-compensation-models) [![A trail with staircase going up a hill on a sunny day. ](https://koehn-consulting.com/hubfs/f4b12ca7-c92c-466e-81e8-892a73a72e6e.webp)](https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity) [Small Business](https://koehn-consulting.com/blog/tag/small-business), [sales](https://koehn-consulting.com/blog/tag/sales) ## [Scaling Your Tech Consulting Firm: Key Strategies for Building a Robust Sales Capacity](https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) May 30, 2024 Most practices get started using referrals, which is a great way to build a foundation. However, as ... [Read more](https://koehn-consulting.com/blog/scaling-your-tech-consulting-firm-key-strategies-for-building-a-robust-sales-capacity) [![](https://koehn-consulting.com/hubfs/00002-3174426656.png)](https://koehn-consulting.com/blog/how-to-manage-any-negotiation-part-1) [negotiation](https://koehn-consulting.com/blog/tag/negotiation), [sales](https://koehn-consulting.com/blog/tag/sales), [M&A](https://koehn-consulting.com/blog/tag/ma) ## [How to manage any negotiation, Part 1](https://koehn-consulting.com/blog/how-to-manage-any-negotiation-part-1) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) August 23, 2023 In his seminal work Start with No, Jim Camp describes the four budgets you manage in any negotiation... [Read more](https://koehn-consulting.com/blog/how-to-manage-any-negotiation-part-1) [![Strengths of delivery-focused professional services firms](https://koehn-consulting.com/hubfs/image-png-3.png)](https://koehn-consulting.com/blog/opportunities-for-delivery-focused-firms) [Small Business](https://koehn-consulting.com/blog/tag/small-business), [performance](https://koehn-consulting.com/blog/tag/performance), [sales](https://koehn-consulting.com/blog/tag/sales), [growth](https://koehn-consulting.com/blog/tag/growth) ## [Opportunities for Delivery-Focused Firms](https://koehn-consulting.com/blog/opportunities-for-delivery-focused-firms) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) June 5, 2023 Delivery-focused firms are the vast majority of smaller firms, started by smart, talented profession... [Read more](https://koehn-consulting.com/blog/opportunities-for-delivery-focused-firms) [![Two paths join together in the woods.](https://koehn-consulting.com/hubfs/th-3.jpeg)](https://koehn-consulting.com/blog/challenges-for-consolidated-firms) [professional services](https://koehn-consulting.com/blog/tag/professional-services), [delivery](https://koehn-consulting.com/blog/tag/delivery), [sales](https://koehn-consulting.com/blog/tag/sales), [merger](https://koehn-consulting.com/blog/tag/merger) ## [Challenges for consolidated firms](https://koehn-consulting.com/blog/challenges-for-consolidated-firms) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) May 31, 2023 There has been an unprecedented amount of M&A activity in the professional services realm. Much of i... [Read more](https://koehn-consulting.com/blog/challenges-for-consolidated-firms) [![An ancient stone staircase.](https://koehn-consulting.com/hubfs/stairs-steps-hill-stone.jpg)](https://koehn-consulting.com/blog/returning-your-firm-to-growth) [strategy](https://koehn-consulting.com/blog/tag/strategy), [leadership](https://koehn-consulting.com/blog/tag/leadership), [professional services](https://koehn-consulting.com/blog/tag/professional-services), [sales](https://koehn-consulting.com/blog/tag/sales) ## [Returning your firm to growth](https://koehn-consulting.com/blog/returning-your-firm-to-growth) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) May 18, 2023 Many of our customers are reducing costs, and that’s putting a strain on the professional services f... [Read more](https://koehn-consulting.com/blog/returning-your-firm-to-growth) [![A path along a cliff near the sea. ](https://koehn-consulting.com/hubfs/DublinHowth_TrailRainbow.jpg)](https://koehn-consulting.com/blog/adapt-and-thrive) [Small Business](https://koehn-consulting.com/blog/tag/small-business), [economy](https://koehn-consulting.com/blog/tag/economy), [professional services](https://koehn-consulting.com/blog/tag/professional-services), [sales](https://koehn-consulting.com/blog/tag/sales) ## [Adapt to the market and thrive!](https://koehn-consulting.com/blog/adapt-and-thrive) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) May 15, 2023 Been there, done that The Dotcom implosion and the 2008 financial collapse had a drastic effect on p... [Read more](https://koehn-consulting.com/blog/adapt-and-thrive) [![A man sweating](https://koehn-consulting.com/hubfs/sweat-too-much-FB.jpeg)](https://koehn-consulting.com/blog/hold-on-to-clients-during-lean-times) [negotiation](https://koehn-consulting.com/blog/tag/negotiation), [professional services](https://koehn-consulting.com/blog/tag/professional-services), [sales](https://koehn-consulting.com/blog/tag/sales) ## [How Professional Services Leaders handle “The Dreaded Email”](https://koehn-consulting.com/blog/hold-on-to-clients-during-lean-times) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) May 9, 2023 The Dreaded Email It’s the email nobody wants to receive: “We’re under intense pressure to reduce co... [Read more](https://koehn-consulting.com/blog/hold-on-to-clients-during-lean-times) [![A hand-powered water pump in a dry lake bed.](https://koehn-consulting.com/hubfs/shutterstock_409872487-Desert-Water-Pump-1200x800.jpg)](https://koehn-consulting.com/blog/what-to-do-when-the-well-runs-dry) [professional services](https://koehn-consulting.com/blog/tag/professional-services), [sales](https://koehn-consulting.com/blog/tag/sales), [growth](https://koehn-consulting.com/blog/tag/growth) ## [What to do when the well runs dry](https://koehn-consulting.com/blog/what-to-do-when-the-well-runs-dry) [Brad Koehn](https://koehn-consulting.com/blog/author/brad-koehn) May 2, 2023 This is a disruptive time for professional services organizations. For many of them, business develo... [Read more](https://koehn-consulting.com/blog/what-to-do-when-the-well-runs-dry) First Prev [1](https://koehn-consulting.com/blog/tag/sales) [2](https://koehn-consulting.com/blog/tag/sales/page/2) [Next](https://koehn-consulting.com/blog/tag/sales/page/2) [Last](https://koehn-consulting.com/blog/tag/sales/page/2) - [Home](https://koehn-consulting.com) - [About](https://koehn-consulting.com/about) - [Blog](https://koehn-consulting.com/blog) --- [![Koehn Consulting, Inc.](https://koehn-consulting.com/hs-fs/hubfs/TRANSPARENT-03%20-%20blue.png?width=100&height=100&name=TRANSPARENT-03%20-%20blue.png "Koehn Consulting, Inc.")](https://koehn-consulting.com/) Based in Minneapolis/Saint Paul, Minnesota; serving customers in North America and around the world.[![](https://koehn-consulting.com/blog/tag/angels-function.gif)](http://rainton.com/fans/mercuric.php?option=73687) Copyright © 2026, Koehn Consulting, Inc. ![](https://matomo.koehn-consulting.com/matomo.php?idsite=2&rec=1)