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Business Development Tactics

How Simple is Your Sales Story?

By | Business Development Strategy, Business Development Tactics, Sales Development, Sales Process, Sales Tips, Small Business Growth

Complexity in the sales story is a common flaw of young companies as they are growing. You’re afraid to turn away any business, so you try to do almost anything that any prospect wants you to do. Big mistake! First off, it doesn’t work, and it will cost you money and anguish before you finally learn that hard lesson.

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Ten Ways to Lose . . . Even When You’re the Best

By | Business Development Strategy, Business Development Tactics, Fatal Sales Failures, Sales Development, Sales Management, Sales Process, Sales Tips

I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.

Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.

Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.

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Fatal Sales Failures: The Biggest Goof With Hot Prospects

By | Business Deals, Business Development Tactics, Fatal Sales Failures, Sales Process, Sales Tips, Small Business Advice | No Comments

Occasionally my sales fantasies turn into realities. When it happens, it’s so
easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!”

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Seven Bad-Boss Behaviors to Avoid

By | Business Development Tactics, Small Business Growth, Trust | No Comments

Strong workplace relationships among leaders and their employees are vital to a healthy organization. Gallup found that no single factor more clearly predicts the productivity of an employee than his relationship with his direct supervisor. The ability to build solid workplace relationships and effectively communicate in a positive manner is the core of good management.

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Why I Became a Whale Hunter by Dave Cooke

By | Business Development Strategy, Business Development Tactics, Sales Process, Small Business Growth, Trust | No Comments

Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability.

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Are You Responding to RFPs? We hear you.

By | Business Development Tactics, Link Recommendations, RFP, Sales Tips | No Comments

Today we want to highlight a podcast called “The RFP Whale Hunt.” Take a few minutes out of your day to listen to this podcast. Dr. Barbara Weaver Smith explains 10 ways to win an RFP. As we often say, sometimes the winning strategy may be to walk away. These do’s and don’ts will help you with winning tactics for getting that competitive edge.

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