Business Development

All companies make decisions about where to place their bets. We’re all faced with limited resources (time, money, talent) and have to choose where to deploy those resources in order to reach our goals. Although most companies begin with a[...]

Two furniture stores open up in a town on nearly the same day. One is totally tactical and the other is very strategic. If you go in to look at couches in store 1, the salesperson tries to sell you[...]

The job of a salesperson is to influence—but in order to have any real influence, you need the right information. You need to know everything you possibly can about the problems the buyer is struggling with. The strategic question is[...]

Most salespeople think of prospecting as reaching out to new people they don’t know, to interest them in buying something. In fact, most salespeople can get so caught up in looking for new customers that they totally ignore their existing[...]

Being a customer-centric company requires carrying out business activities in a way that promotes a great and positive customer experience before and after the conclusion of sales. Research has shown that companies that apply customer-centric strategies are more profitable. Much[...]

All prospects suffer from what economists call “loss aversion.” That is, they tend to avoid a possible loss by sticking to the status quo, rather than risk a possible gain by opting for change. To combat loss aversion, you must[...]

Sales techniques are something you built by your own. Each person has its own special quality which is not in any other. If you follow other sales techniques, then you may be unable to perform your sales technique according to[...]

The Challenger Sales Model is a sales strategy based on the seller’s active involvement in their prospect’s learning about their services or products. The Challenger further tailors the sales process and controls the customer conversation. The Challenger Sales Model is[...]

When it comes to promoting a new product or service in industrial markets, it can seem like there are endless options. B2B businesses require planning and involve a lot more people when making a purchase. The first stage of the[...]

According to Jeff Winters from Harvard Business Review, businesses who spend their time brainstorming how to drum up new leads once ‘the storm’ has passed will be too late to gain a competitive (or any) advantage. The tactics that worked[...]

The truth is that the majority of customers prefer to do nothing instead of change. In fact, a big percent of deals in the pipeline are lost to “no decision” rather than to competitors. Often, even if you sell a[...]