Is it good or bad when clients have concerns about what you’re proposing or about your company? What about when those concerns are about you? While none of us want clients to have concerns, the reality is that they do from time to time. What makes that troubling is not the concerns themselves, but ... Read More >
Each of these sales activities is important to any sales campaign. An importance that grows when you don’t have strong brand equity or best in class pricing. And, they all require skill: Thinking through how to get a meeting with a specific client individual How to create a proposal that quickly conveys the business impact, method of ... Read More >
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 >