“Just following up” is where deals go to die. After investing time and energy at industry events, your follow-up needs to position you as a peer worth their immediate attention.
It’s never a case of just following up
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Business Development
What can consultancies learn from the service industry?
What can B2B businesses learn from retail, hospitality and other consumer facing industries to keep the people within the companies we work with happy, engaged and keen to keep working with us?
Are your meetings too long or are they actually too shallow?
Meetings aren’t too long—they’re too shallow. Stop optimising for efficiency and start designing for the decisions that matter.
Be a sales GROWPRO
We’ve been working on the GROWPRO Discovery Model – a structured framework that’s transformed how our renewable energy clients approach sales conversations.
The 3-2-1 content strategy: Powering growth in your business
In rapidly moving business sectors, effectively communicating your value proposition is essential for growth.
When to move from founder-led sales?
In the early phase, founder-led sales are often the best route. The founders have the passion, knowledge, and authenticity to excel at sales. But when is the right time to move from founder-led sales and bring in a dedicated professional?
Big. Hairy. Goals
Goal setting using the BHAG method. Why setting a big hairy audacious goal might be the foundation for future growth.
Powering Up Your Content: How AI is Giving Renewable Energy Marketing a Boost
At Make the Break we take the development of AI seriously. There is value in using automations to enhance work and we’re doing this in our day to day work to support the effortless creation of campaigns and benefit our clients.
The big industry event season is here. How to be a BD legend.
Let the games commence It’s May, and the event season is truly upon us. Forget those early-in-the-year meet-ups that have been and gone in February and March. We are now on to the main course. The big shows are coming thick and fast.
Make a better discovery call, part 2
The first of this two blog series, looked at a putting some structure around the discovery call. This time, the attention is focused on the less tangible aspects of how to perform in that first call of substance with a new prospect…
Make a better discovery call, part 1
Putting structure into discovery “Failure to plan is planning to fail”Benjamin Franklin 1790 It may be one of the older quotes you see wanged around on blogs like these, however our mate Benjamin was absolutely spot on when it comes to the B2B…
When the proverbial hits the BD fan, don’t panic
How to respond in a BD crisis? Before the doing, the right mindset is key to success. Don’t panic and build a plan.
Warm calling for the win
Warm calling is key to effective BD. I believe the phone is becoming a more useful tool again in B2B business development outreach.
When the world zigs, zag
B2B does not need to mean boring to boring. Thoughts on how to stand out from the herd. When the world zigs, zag.
Running a sales pipeline meeting. Do it right and it’s a super powerful tool
The humble sales pipeline meeting can be the source of one of the most simple but effective BD upgrades. How to get it right.
What would I say to my younger self about a career in sales
One of the questions I have been putting to guests over on the RE-TECH podcast, is to ask them what piece of advice they have for their younger selves getting into their industry.
This got me thinking and I thought I should put together some of my own thoughts on this topic.
No lead left behind
There’s a theme here. The eagle eyed will have spotted it. When we are squeezing the value out of the leads it’s not an 80% effort, it’s about following up on every single potential lead every time. On the other hand it may seem simple – that’s because it is – the whole point here is that this is entirely within the circle of influence of the sales manager.
Don’t rush the sales demo. Resist the temptation. Engage plan B
Why is it always the last sales demo...
In case of a BD emergency, break glass
In the ideal situation, in BD nirvana, things are done in the right way. But the reality is not always like that. What if you’ve taken a new role and it turns out the warm pipeline isn’t quite the dream it was sold as.
Save time and money? Total yawnfest
You heard about this new software?...
Running a business on a Chromebook, doable? Yep. A good idea? Actually, yep
Is it a good idea to run a business on...