Blog
Stories from the world of BD
Work from the Wave
At Make the Break we place great emphasis on our people and empowering them to work in a way that is beneficial on a personal level, as well as getting the job done. We teamed up with Empire Engineering to organise a flexible working initiative called ‘Work from the Wave.’
Taking a bottom up approach to BD
Leads leads leads? We need to improve sales. What are we going to do? The research has been done, and the BD processes have been critically assessed. The gaps have been identified, and there may even be a SWOT or two in the report sent over.
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.
Why Brand Books matter
The brand book story “We do our best work when customers have a brand book” A brand book or brand guidelines or whatever you want to call it… it matters. There are a number of clear benefits from having a brand book. At a simple level, it provides…
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…
There are no hacks in Business Development land. But starting a meet up just might be a pretty good idea
I am not a believer in BD hacks If the CEO is shouting ‘we needs leads now’ then the game is probably already up. Because here’s the thing. When it comes to good BD, there are no hacks. High pressure and high speed lead generation is not a fun game. BD is best done...
Unleash the Grandma!
I am an unashamed events geek Here's the thing. Events have been part of my professional life pretty much all the way back to when I was a young fresh faced pup not long out of uni. Way back in the <cough> early 2000's, I cut my teeth in corporate travel and...
How to …. move away from spreadsheets
Data in its simplest can be all of the information you hold on clients in a visual format that the whole team can use to their best advantage. Get your whole team working with a system that ensures everyone is on the same page and no lead is left behind.
When the proverbial hits the BD fan, don’t panic
Keeping a calm head in a crisis In a previous blog, I looked into the bad times. The post in case of a BD Emergency, break glass suggests a series of practical ways to come out fighting and generate sales pipeline. That one was all about tactics to get out of a tricky...
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...
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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