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Listening Time:

41 min

Episode 92 - What the Top 1% of Consulting Income Earners Do—with Bryan McDonald

If you want to be in the top 1% of consulting business earners, you have to do what the top earners do. In this Craft of Consulting podcast episode, I interview Bryan McDonald who shares exactly what those things are. Bryan is a sales strategy expert and partner at onPurpose Growth, a coaching and consulting firm that helps entrepreneurs with ambitious yearly or multiyear revenue goals actually fulfill their ambitions.

Brain talks about the mindset, strategies, techniques, and habits that can elevate consultants to become top earners and build reliable business pipelines.


Bryan McDonald

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Episode Details

Bryan has spent 20+ years honing sales approaches that yield results where others fail or underdeliver.

In this episode, we talk about:

  • Becoming assessed as rare by prospects and clients and, therefore, having your offers more readily accepted

  • Cultivating a mindset of being clear and intentional

  • Using strategy to allow you to focus and stay on track

  • Reapplying your process of strategy formation to get you from where you are to the next iteration of where you want to go

  • Applying your clarity gained from your ideal client profile, offer, and business strategy to implement “fork in the road” techniques that show clients why they should work with you and not your competition.

  • Recognizing how mindset, strategies, techniques, and habits work together to serve your business

  • Differentiating how you want to do sales vs. what you think a salesperson does

  • Embracing that how you perceive the world is what you project and that people are buying your authenticity and confidence

  • Looking for peer-to-peer relationships when you're prospecting

  • Forming habits that serve your business and help you control your mindset instead of giving control to the world

  • Committing yourself to what you do and don’t do

  • Knowing the difference between meal money and meaningful money

  • Going narrow to go wide

  • Allowing yourself to focus through your habits and, therefore, get a throughput of sales

  • Creating a habit of focusing on outcomes instead of focusing on the thing that you do

  • Getting really clear about your ideal client profile: the problems that they have, the collateral damage that those problems cause, and what outcomes the ideal client profile is trying to produce

More about onPurpose Growth:

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