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Business development is the process of acquiring new sales, clients and relationships. At a very basic level, skills vital for success in business development can include communication, prospecting, qualifying, closing, negotiation and relationship building.

Engaging The CEO (PART 3): Language Of The C-Level Executive

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If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

9 Enormous Mistakes Salespeople Make and Their Causes

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Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.

The Answer Is Always No, Unless You Ask.

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The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.

Sales and the “new normal”: virtual prospecting during COVID-19

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Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?

5 Strategies To Handle Intimidating Prospects

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Batman or High D’s are not intentionally unkind or rude. Their bark is often worse than his bite. If you respect them and meet their expectations, they will probably do business with you and become a life long client.

Networking At A Conference – How To!

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After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.

What Qualities Do Good Sales Recruits Have?

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Determine what type of salesperson and/or approach you need first. The higher the complexity of what you are selling, the more skilful and knowledgeable your salespeople will need to be when it comes to customer engagement.

10 Reasons Why Calling Is the #1 Skill You MUST Master

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Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.

13 Bold Sales Tactics

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Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.

Planting Seeds Of Greatness

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Sales success can be 100% predictable, and not hit and miss. As a sales leader, your responsibility is to encourage your team to continuously plant seeds daily and then ensure that they water and nurture them.

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