Stories from the world of BD

Warm calling for the win

BD in 2023, is it all AI and robots then? So here we are in the second half of the year. What kind of BD world are we living in these days?  Well, 2023 is definitely an interesting vintage. The home vs office debate rages on, data scraping is rampant, we are all...

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When the world zigs, zag

As a B2B marketer, there comes a point, often relative early in the career when suddenly a world of business books and gurus opens up. There's a whole collection of marketing libraries to devour with core tenants from the likes of Godin, Sinek, Carnegie, Heinz......

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ABC in Sales. Always be collaborating.

Finding the awkward bits in sales In recent weeks, I’ve been working with clients who have been getting into the weeds on their sales process. They are doing the right things. They are holding themselves accountable and recording where potential deals are stalling and...

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Hitting the marketing bullseye

Marketing campaign planning Let’s assume the ground work has already been done. We already know the following: Who the customer is What the business goals are What good looks like in 12 months from now How we want to be positioned The kind of messaging that will have...

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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.

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