Season 2 Episode #12: Rethinking sales in consulting

In this episode, Richard Longstreet is joined by Deri Hughes, Founder and MD of Honeycomb Consulting Skills Training; a training business focused on building consulting skills and enabling commercial growth through behaviour change. 

Together, they unpack why so many consultants shy away from “sales,” how to reframe it as part of the consulting craft, and why relationship-building, authority, and delivery are the three key growth levers every consultancy should nurture. 

Episode Overview: 

[02:27] What behavioural shifts are helping consultancies thrive today? 

[04:48] How do you tailor sales training for different consultancies? 

[08:22] Who’s driving the demand for sales training, leaders or junior consultants? 

[10:51] How can consultancies better support the step up from delivery to sales? 

[13:32] How has building authority in consulting sales changed over the last decade? 

[18:44] How can consultants turn common client challenges into impactful LinkedIn content? 

[21:41] Does old-school networking still have a place in modern consulting? 

[23:12] Has the way consultants build relationships changed in the last decade? 

[25:17] What does delivering sales training typically look like for your clients? 

[28:32] Why selling in consulting works best as a team sport 

[35:41] The risks and rewards of hiring in senior revenue generators vs growing your own 

[40:21] Exploring the three growth models: delivery-led, relationship-led, and authority-led 

[41:38] What is the biggest learning from your career? 

[43:02] Do you have any horror stories from your career? 

[46:23] What do you know now that you wish you'd known at the start of your career? 

A big thank you to Deri for your insights – it was brilliant to have you on the show! Find out more about our guest:  

• Connect with Deri Hughes 
• Follow Honeycomb on LinkedIn 
• Visit their website 

Hosted by Tarka Talent  

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