How are you developing business for your company? Are you an engineer who now sells? How about the CEO of one of many of today’s startups? OK, I’ll open this up to sales people as well. It may be news to you that your first order of business is to understand your company’s business model,… [Continue Reading]
3 Tips for Developing Business, Not Busy Work
Bright Shiny Objects and Whiskers on Kittens
Having trouble staying focused on the task at hand due to all the opportunities your core competencies appear to entitle you to pursue? You are not alone. Even if your mature business or startup has generated a business plan, you feel the world is your potential oyster. Everyone can benefit from your product, platform or… [Continue Reading]
Stop Percolating. Start Producing.
It’s easy to focus on all our business development possibilities, rather than drilling down on those which we – and only we – do exquisitely well. That’s why we have competitors: they focus on producing deliverables more efficiently than we do, in spite of their deliverables not-quite-being what we would have produced. Even if you… [Continue Reading]
LinkedIn’s Impact on Sales and Engineering
Wondering how to get more out of your LinkedIn profile? You’re not alone. Jill Konrath, a highly respected colleague of mine , thought leader and strategist, and a renown sales guru, is asking this same question. Author of SNAP Selling and Selling to BIG Companies, Jill specifically asked me to invite you to participate in… [Continue Reading]
Does Your Start-Up Still Look Like Your Start-Up?
Entrepreneurs, the folks who head up startups, have tremendous passion and commitment to their idea, their product, their platform, their “baby.” In some cases, their “baby” is more than an idea – they’ve been able to gain localized marketplace traction in the case of products. Traction spurs them on, fuels their passion. Onward and upward!… [Continue Reading]