B2B does not need to mean boring to boring. Thoughts on how to stand out from the herd. When the world zigs, zag.
When the world zigs, zag
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Business Development
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...
Knowing the buyer persona is good, understanding product market fit is better
Buyer personas are much maligned In...
Want to make an impact as a Sales leader? Think transformational not incremental
According to the OECD, the definition...
Cold Business Development email can work
Email still has an important role to...
For success in Business Development, just speak normally
Starting this one with a statement....
Decided to sponsor and exhibit at an event? Here’s how to get the most out of it.
All across the usual places, there’s...
To RFP or not to RFP, that is the question
A few years ago, I said no to £100k,...
Sales collateral 101. Basics basics, fundamentals.
A couple of weeks ago I was chatting...
Win at the sell on with video
Still relying on slides in 2021? It's...
I love it when a plan comes together, part 3
Welcome to the third instalment in...
I love it when a plan comes together, part 2
Assemble the A-Team Last week in part...
I love it when a plan comes together, part 1
No plan, no cigar As a child of the...
Staring into the sales abyss
Dare you stare into the sales abyss?...
A new chapter in Renewable Energy Asset Management for Sennen
Absolutely made up to see this out in the real world. Another piece in the Sennen jigsaw with the goal to take…