A successful Business Development person knows the playing field of their industry. They understand the ebbs and flows of the market. They know the key players and their respective unique selling points. Most salespeople know information on their own business, but not...
Let’s imagine this scenario: Company ABC needs to obtain a new ‘xyz’. Sarah, the COO will be approving and signing it off. Josh from operations has been entrusted and tasked with finding the solution and presenting the final choice to Sarah. Josh has worked across...
Do your team spend a majority of their time with you complaining? If yes, you’re probably thinking “I wish it weren’t so, but they just come to me with problems”. So, you are needed to lead and to manage headspace. If this is out of balance, i.e. your...
Competitors: Let’s start with language referring to your competitors. Clients are after a sophisticated, intelligent sale where you are out for their best interests. If you are referring to the client’s alternative solutions as ‘competitors’, and doing so in a...
You want to know how to motivate your team to sell more, get them sold on what they are selling. And I mean really sold. In fact, so sold that they just can’t wait to get on the ‘blower’ and reach out to help more people. They need to be 100%, inside out, upside down...
