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BUSINESS DEVELOPMENT USING TEAMS
BUSINESS DEVELOPMENT USING TEAMS Who needs business development teams? Companies that: Offer complex products and services Provide multiple product lines to a single customer Present to multiple buyers in a company Close deals that require rapid product...
Harnessing a Firm-Wide Business Development Culture: Customer Directed Focus
Harnessing a Firm-Wide Business Development Culture: Customer Directed Focus Everyone is in business development…I know there are those that may bristle at that statement. The reality is that everyone who has a job in an organization is in a business development role...
“Portrait of the Business Developer – Analytically Speaking”
Most organizations understand that effective management and deployment of assets can mean the difference between success and failure. They usually define those assets as “things.” Many organizations fail to consider their most critical asset is their human capital....
Sales Least Wanted List
Serial Prospects Kill Your Pipeline The Serial Prospect (SP) can impact a company in many ways. Before we go any further, let me define what they look like. The market has changed in our 21st Century. Some of the changes would be the advancement of technology in...
What is the PURPOSE of your Organization?
What is your organizational purpose? Why is it important? Who is responsible for creating it? These are very interesting questions but let’s start with defining the word “purpose.” Purpose – The object toward which one strives or for which something exists; a person’s...
Embracing Change
As a decision maker and problem solver, be prepared to risk change. Be willing to pay the price of disturbing your own psychological comfort by choosing to change. It may become necessary to defend yourself against traditional ways of thinking and acting, and you may...
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