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Opportunity Identification & Qualification: Bid Smartly Or Walk Away

The impact of the MBD (OI&Q)i Phase on revenue generation With commercial markets reeling in today’s economy, future revenue growth is becoming more uncertain. With increased competition for [...]

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Sales In An Age of Falling Multipliers – Training Scientists and Engineers to Develop New Business

Over the past 30 years, the consulting engineering business has become increasingly competitive. Advances in technology from Fed Ex to Fax and, of course, in all aspects of computerization have [...]

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Yes, You Can Turn an Angry Client into Your Best Client!

Can This Client be Saved? Impossible you say. Can’t be done. Someone or something in your company may have screwed up royally. Your product simply failed to perform as promised. It was a complete [...]

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The Day The Job Fairy Died

It was nearly 40 years ago, but I can still remember it clearly. I’d just started my first “real” job, and had been at it about three months. Every day, someone had given me billable project work [...]

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You Will Never Listen Yourself Out of Business.

This insight is one of the better understood principles relating to the difference between traditional sales and Business Development. Simply put, if your objective is to develop business with [...]

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Don’t Get Mad At People For Doing What You Never Told Them Not to Do.

As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and [...]

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If Your Question Is Longer Than Two Lines, You Probably Aren’t Asking the Best Question.

Stop and take a moment to think about the kinds of questions you ask your prospects. Is your tendency to ask long, overly-focused questions or short, open-ended questions? As a Business [...]

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Just Because You Have It … Doesn’t Mean They Need It!

Salespeople often rely too heavily on their company’s products, services and accompanying solutions. They believe just because they have something to offer, someone must need it. Since [...]

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No Problem … No Need … No Prospect!

In Business Development, most of us think you have to establish a prospect’s need for your product or service. But there’s a significant hurdle that must be tackled first: the real [...]

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Your Prospect Needs to Be Working As Hard to Buy As You Are to Sell.

One of the basic rules of psychology states, "If you are working harder to help someone than they are working to help themselves, you are in fact the problem."