We all know that B2B selling is a process. A series of steps where if you skip the wrong one, you’ll need to make it up late in the sales cycle when it’s often more difficult. One could think of it as selling in a straight line. And, if the sales focus is too centered ... Read More >
Good business development requires strong personal attributes, like determination, as in the commitment to achieve, empathy, as in entering into another’s feelings, confidence, as in freedom from doubt, and a host of other qualities that reflect innate instinct and vary as personalities vary. But, when does instinct become a weakness? I once asked my dad ... Read More >
While it is easy to think that everyone knows what you offer and how great it is, the truth is that they often don’t think about you at all, and definitely don’t know what makes you different from your competition. You have to get their attention in order to earn a chance to tell ... Read More >
We’ve grown up in B2B sales living with two disciplines; account management and opportunity management. We know the former to be establishing new accounts and developing them. And so, we have varying approaches to doing this. But, what is account management, really? I would suggest to you that account management is really opportunity management with ... Read More >