Selling anything is about giving your prospect the confidence to choose you over a competitor. Your presentation and pitch is a make or break situation in this regard. Presentations and pitches provide the opportunity to demonstrate your credentials to solve your prospect’s problems and address their needs. They also provide the opportunity to give your… Read more…
PROVE IT! How to use proof to drive success in business development
A client showed me a two minute video they had developed for their prospects. The video showed their existing partners talking to camera about the value and results they had obtained from my client. The video worked well because in only two minutes (brevity is good) it said, and demonstrated, more than any business developer… Read more…
Prospects in the pipeline
One of the problems I often observe with clients is the lack of new prospects filling the sales pipeline. Too often the same obvious company names are bounded around as potential targets. As a key point in the sales process is developing relationships, I would recommend an ongoing program where the focus is simply to… Read more…
How to build an effective prospect list
Too many prospect lists I come across resemble clothes wardrobes; too many out of date items that people should have let go, items that are stopping people seeing the reality of what is useful to them moving forward. If this sounds like your prospect list, maybe it’s time to declutter! The illusion we create The… Read more…
Take a different view of your client and prospects
When business developers show me their client and prospect lists, if they are working in a business to business environment, I am typically presented with lists of company names. A few months later when we revisit the lists, invariably a few companies have been added and a few removed. The focus on companies not people… Read more…
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