{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Thriving Through","title":"E117 The #1 Mistake Consultants Make That Is Killing Their Sales and Growth | Diego Mangabeira","html":"","width":"100%","height":180,"duration":2368,"description":"\"If you try to sell to everybody, you're selling to nobody.\" - Diego Mangabeira\nEpisode Summary:\nIn this episode, AJ Riedel talks with Diego Mangabeira, a 14-year self-employed sales consultant with IBM and 3M on his resume, about the single positioning mistake that keeps consultants stuck: a too-broad ICP. Diego shares what it actually cost him, in lost conversions, wrong-fit clients, and burnout and makes the case for why going narrow is the fastest path to a predictable consulting pipeline.\nWhy You Should Listen to This Episode:\nIf your pipeline feels inconsistent or your conversion rate is lower than it should be, the problem might not be your sales skills or your marketing, it might be your targeting. Diego has spent 14 years in sales and still fell into the trap of trying to sell to everyone. In this episode he breaks down the real cost of a broad ICP and explains exactly why narrowing your focus makes selling easier, faster, and more consistent.\nWhat You'll Learn in This Episode\n• Why a too-broad ICP kills conversions - The direct link between trying to reach everyone and ending up with an empty pipeline, in Diego's own words from his consulting practice.\n• The real cost of the wrong client - A concrete story of how one wrong-fit client cost Diego his sleep, his relationships, and ultimately the engagement itself.\n• Three reasons to go narrow for 90 days - Focus, persona clarity, and faster closes: Diego's practical case for laser-targeting one niche segment starting now.\n• Why selling yourself is harder than selling for clients - Even a 14-year sales veteran with Fortune 500 credentials struggles with this and Diego explains why it's psychological, not a skills gap.\nConnect with Diego: https://www.linkedin.com/in/diegomangabeira/\nConnect with AJ\nIf this episode helped you think differently about your consulting business, leave a review. It'll take less than a minute and it'll help other independent consultants find the show.\nTake the free Consultants...","thumbnail_url":"https://img.transistorcdn.com/w-_QBbxVo-8ZDIXX54CZGe5vij6twqwNGEuGg-Wzdjk/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9lZGZi/NGNmOTE1MjBjMWUy/YTk1ODIxMTNlNzJm/YWRiOS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}