When it comes to business development, sales training and sales strategy, there are a few books that i feel comfortable recommending – Select Selling, by Daly/O’Dea is one. The Ultimate Sales Machine, Chet Holmes
A strategic approach to business development The biggest problem faced by SMEs in business development is not a lack of sales ability within their teams but more a lack of clarity when it comes
Defining the best customer relationship for your business Lost in the middle of copywriters nightmare, on corporate websites, sales presentations and on various marketing collateral you will find the words “preferred supplier” Usually as
The importance of knowing your “Brand Story” Over the last month, I have found myself in the fortunate position of working closely with some organisations, helping develop their business growth strategies and coaching some
In the 1870’s Erich von Wolf, a German Chemist, was researching the nutritional benefits of spinach. With inaccuracy uncharacteristic of a German researcher, Von Wolf concluded his findings, noting that spinach contained 35mg of
I would contest that the role of “brand” in the business development process has long been overlooked. People continually confuse a “brand’ with a “logo” and again with “brand identity” when there really should
In 1925, Gustave Draeger, the son of a Prussian immigrant, opened the doors to “Draeger’s Delicatessen” in San Francisco. Over the last 90 years, Draegers has become a foodie heaven, offering the highest quality
I’m going to give you something to think about. Name one business / brand / company based that delivers a high level of customer service. Continually delivers a high level of customer service. The spontaneous
Don’t let the gatekeeper influence your lead generation activities A very common complaint from those actively involved in lead generation is the presence of the dreaded “gatekeeper” regardless of industry sector or business type. I’d
“Enthusiasm is common. Endurance is Rare.” A line taken from the brilliant book by Angela Duckworth; GRIT, The Power of Passion and Perseverance goes some way in describing what’s required for success in high