Category Archives: Business Development

Storytelling Produces More Than A Happy Ending

Once upon a time, I win! That is the whole story. This short story completely summarizes the emotion, tension and finality of an epic adventure. From a business perspective, a great story incorporates a foundation for intelligent planning, strategic processes … Continue reading

Posted in Business Coaching, Business Development, Client Relationships, Content Creation, Creating Culture | Tagged , , , , , , , , , , , | Leave a comment

Find The YES In The Room

Ultimately, finding the “Yes” in the room focuses on establishing common ground. The sooner that the seller can identify the most valued benefits for the buyer, the quicker the buyer can establish closing. Time is a crucial factor in any transaction. The quickest, best offer does not necessarily win the deal. Yet, locating the “Yes” from both sides of the transaction communicates knowledge and value so that the transaction can conclude. Continue reading

Posted in Business Development, Creating Culture, Client Relationships, Business Coaching | Tagged , , , , , , , , , | Leave a comment

The True You Comes Through

Realize even in connecting with organizations where models and quantitative analysis drive decisions, people who are led by their emotions and biases are building these models. The human condition is inescapable in commerce. Consequently, the individual contacts and their personalities never stray too far. Continue reading

Posted in Business Development, Client Relationships, Presentation Skills | Tagged , , , , , , , , , , , | Leave a comment

Did You Catch That? Sales via Ears, Eyes, Heart

Ultimately, securing the better of any deal relies on acquiring better information. Words, body language, eye contact, even perspiration all provide clues to the transaction’s true value. Continue reading

Posted in Business Development, Client Relationships, Creating Culture | Tagged , , , , , , , , , | Leave a comment

Selling Services – What Do Customers Get Again?

Sales professionals for services have to offer efficiency, good feelings, and so much more! Yet, referrals and relationships create incredible, repeatable results! Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , | Leave a comment

Growth Now! Then Connect!

This is a big deal! You have completed the preparation. You have gone through the checklist. You have adrenaline rushing through your body. You realize that you are about to jump out of the plane. After every bit of planning … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , | Leave a comment

Grow Big or Grow Home

In business growth is inevitable, but not universal. Hungry new competitors and alternatives consistently chomp at the heels of market leaders. Winning Starts with leadershiip. Grow big or go home! Continue reading

Posted in Business Development, Client Relationships, Creating Culture | Tagged , , , , , , , , , , | Leave a comment

Business Planning, Then Pivot

A good plan is a good start. However, it does not put points on th board. In the case where the enterprise start to score, there is not enough, fast enough! Continue reading

Posted in Business Development, Client Relationships, Creating Culture | Tagged , , , , , , , , , , | Leave a comment

Growth And The New Factor

A long time small business owner once again closes her office door at exactly 8:30 AM. She accesses today’s prospects call list. She recites her daily mantra, “These bills ain’t gonna pay themselves.” Then she starts pushing buttons on her … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , | Leave a comment

Networking Growth In A New Virtual World

With a nod to Mark Twain, “The reports of my death are greatly exaggerated.” Likewise, the laws of interpersonal networking have not been repealed! Evidently, the fundamentals to interact with other human beings remain intact. Yes, social norms evolve and … Continue reading

Posted in Business Development, Client Relationships, Creating Culture | Tagged , , , , , , , , , | Leave a comment