After two long years of writing, editing and full immersion I’ll be celebrating my book launch for Business Development Begins …
Exciting news, my new book is available to buy on 18th October and I’m celebrating with a signed book giveaway. …
There are lots of advantages to being customer centric as a business developer. For a start one of your key …
Talking to a manager of an engineering consultancy last week unveiled an interesting insight into the perception of sales professionals …
Once your strategic plan is in place you a business development operational plan has to be written. This gets more …
I remember going to my first customer meeting as a business developer. It was terrifying. I didn’t know the prospect …
Your strategic plan is an excellent place to start your organising your business development effort. As the first of the …
When growing a business you will need revenue winning staff. Whatever you do, don’t hire a salesperson. This may sound …
Whether you like it or not your sales process is a core component of your business development strategy. Consistency and …
Business development plans are essential to start making impact with your work winning effort. Completing an assessment of your sales …
Implementing a simple yet robust lead qualification process saves you significant time and money. When done correctly it siphons out …
Welcome to my third post discussing a simple LinkedIn marketing system. The last two posts explored Profile and Propagate, if …
Learning how to cultivate customer relationships is a crucial part of business development. It also forms the first part of …
In my last post we looked at the Three Ps of LinkedIn marketing and discussed ways to get your Profile …
In order to keep your business development humming along you must have a solid sales process in place. A good …
Looking back at the Sales Funnel, the first stage in creating a pipeline of opportunities is filling the funnel with …
Unfortunately business development (BD) means different things to different people. While often seen as another word for sales, this is …
Unfortunately, playing in a blue ocean market where your offering is the only option for your customers is extremely rare. …
Forging alliances with key players in the market can have a strong influence on your success.
Culture forms a massive part of business in different countries that often gets forgotten about. It is an all too common mistake to expect others to think and act the same way you do. Taking time to understand any differences in culture and behaviour and considering approaches to bridge them is very worthwhile.
Having gained a good understanding of the inner workings of your organization, it is time to define the external environment of the Sales Ecosystem. Where are the customers and competitors, and how does your company fit?
To succeed as a business developer it is important to keep developing yourself. In this post I explore four of my favorite podcasts that I listen to with learning in mind.
Do you have clarity on the business development resources available to your role? This post provides a checklist to help you out.
In last weeks post we explored some tips around building relationships with the other teams inside your organization. It is …
In-house business relationships are a critical part of business development. Developing a business takes more than having a stellar product …
When looking at the strategic potential of customers, a great place to start is Crossing the Chasm by Geoffrey Moore. …
Following creation of your customer matrix it’s a good idea to look at customer segmentation. It is obvious that not …
Who are your customers? is a critical question for every business. I remember starting my first day with an environmental …
Writing Business Development Begins Here really made me think about those authors who have had an influence on me. Many …
Market mapping is the process of interpreting and characterizing the part of the Sales Ecosystem that your company lives within—the …