What's Your Line? Sales Communication vs. Marketing Communication
Marketing communications seeks to persuade, provoke thought, or change someone’s stance or opinion. It has more fluff, padding, and color. Nike’s tagline “Just Do It” makes me think about discipline and implies intensity. It does not lead me to buy Nike. (I’m brand loyal to Adidas’ wide-width running shoes, but Nike’s famous words do make […]
From Short List to Top Pick
What do you do when your company is on “The Short List”? When this situation presents itself, it’s the business developer’s role to do the due diligence of follow up. The Short List is the top 2-4 choices a company has for a service provider. By the time you’ve made The Short List, the criteria […]
Top 3 Influencers for Motivation, Inspiration and the Pursuit of Excellence
Out of everything I’ve listened to or read in the last two weeks, these are my top three (3) picks for motivation and excellence: David Allen, Author of Getting Things Done for helping me get and stay organized so that I can be in charge of what’s in front of me and not the other […]
Who's In Charge? (Driving Action in the Absence of Order)
We live and work in a world of living, breathing people, full of emotion, multi-generational and each of us having varied life experiences. Scenarios might include a CEO 10 years your junior, arriving to work at 10am after their Crossfit workout. You are surrounded by workers with high emotional needs, many seeking to get them fulfilled […]
Are you selling integrity or solutions?
Never have I heard someone say they are buying based on integrity. They will not hire you if they sense from you that you’re dishonest or shady and they’ll definitely fire you if you lack integrity but NEVER have I heard that they are buying services because you say you have integrity. They may keep […]
What to Include in your Business Development Report
Here’s a list of measurable items that belong in a weekly business development report: 1. Number of calls/emails or companies pursued: In some instances, you are pursuing multiple individuals inside a company which may impact the number of companies pursued because you’re digging deep inside an organization. 2. Number of qualifications made each week: This […]
Why are we meeting?
Here are a few things that go through my head if I’ve agreed to a business meeting or having a conversation with you.I’m sharing my thoughts because my personality profile represents 80% of the decision makers that you sell to: 1. How long will this meeting/conversation take? 2. Don’t over inform me by explaining how […]
What Your Boss Cares About
After having been a sales professional for a good part of (this) professional life, I’ve learned what to bring to the boss and what not to bring to the boss, or those to whom you report your sales outcomes and activities. One way to find that out is to ask what is important to them. […]
Marketing Strategy
Effective marketing strategies help achieve your business goals. Executing a marketing plan with the right deliverables that support business development activities will drive your growth.
Closing Strategies
Lucrative closing strategies involve win-win scenarios. Defining deal-making options will equip you in closing the deal.
