Welcome to My Blog
Using LinkedIn as a research tool
Using LinkedIn as a research tool can help you in your BD process. The tool can be used in many ways: Join Groups. LinkedIn groups come in all shapes and sizes. Identify groups with members who are prospective clients or influencers in your industry. Get involved in...
Your Message
One exercise I find organizations do not do is to build that one consistent message. This is the message that is used by every member of the company. This is more than the mission statement, although the mission, vision, purpose and value statements are used to...
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...
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