When it’s time to stop pursuing a Business Opportunity

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As business developers, we’re obsessed with closing deals. This is what we do, and it’s what we live for. Whether those are with current or new clients, our game is to get that contract signed and closed so we can … Continue reading

What a great CRM solution must do

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By deploying and effectively maintaining a CRM (Customer Relations Management) solution, you can take your marketing to an entirely new level. In fact, with a great CRM tool, you can communicate with thousands of customers, prospects, and leads simultaneously – … Continue reading

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There’s a thin line between business development and providing free service

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Business Developers often fall into a dangerous trap; during the course of working on a business opportunity, they end up providing the lead with enough free advice to the extent that the value of subsequent paid services has diminished substantially. … Continue reading

Knowing when to give it a Rest

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If you’re in business development, here’s a scenario you might be familiar with; you had a great meeting with a lead who turned out to be a promising prospect. You got a thorough briefing, totally understand the problem the prospect … Continue reading

Writing a winning Proposal

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Writing a winning proposal is a tricky business. On one hand, you really want to land that contract. On the other, you don’t want to give away too much of your precious knowledge in the process. Consultants typically suffer from this … Continue reading

How to use your CRM for effective Marketing

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Your Customer Relations Management Solution (or Contact & Customer Manager) is one of the most powerful marketing tools at your disposal. We’ve written frequently about why it is so important to have either of these systems. This article is about … Continue reading

A great Sales Funnel for a great 2014

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Sales people and business developers, live by what is referred to as a sales funnel, or sales pipeline: a systematic approach of moving business opportunities through a series of stages that eventually lead to sales. If your business runs a … Continue reading