Remember what you were doing in September 2008? That’s when the sales paradigm, and the global economy, broke into a million little pieces. And all the kings horses and all the kings men are still re-assembling the component parts. But not the same way, ever again. For those of you still waiting for things to… [Continue Reading]
Tipping Dominoes
Jill Konrath’s Foreward – Do YOU Mean Business? by Babette N. Ten Haken
The sales process is tough. If you’re in sales, you know how much time it takes to set up meetings with potential prospects. They’re not receptive to your advances. They’d rather stay with the status quo than change. The budgets are tight and all they’re concerned about is price. If you’re a technical professional who’s… [Continue Reading]
The Road We Traveled in 2011
The two weeks of the Holiday Season leading up to the New Year are a time of reflection for many of us, although it sometimes doesn’t seem like it. We are lining up our road maps for 2012: identifying the referral network for our prospecting (because we’ve finally learned that cold calling and churning and… [Continue Reading]
Being Relevant To Your Customers
Everyone is involved in the business development process: finding markets and identifying customers for our product and service offerings. No one is exempt from this process, either. Even if you are a technical professional who is transitioning into a sales role! We all talk about “doing our homework” before we call on current and potential… [Continue Reading]
Do YOU Mean Business?
Do you dread those Monday morning cross-functional, technical / non-technical meetings? It doesn’t have to be that way, you know. You can start by asking yourself how you impact your company’s revenue stream. Which generates your paycheck, by the way. If you feel the responsibility for generating business is up to someone else -traditionally the… [Continue Reading]
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