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Stories from the world of BD
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......
Running a sales pipeline meeting. Do it right and it’s a super powerful tool
The sales pipeline meeting The humble sales pipeline meeting can be the source of one of the most simple but effective BD upgrades. Put simply, done well the sales pipeline meeting keeps the machine going and ensures no opportunities are left wanting. Done badly, it...
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...
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...
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 before a holiday? This has happened to me twice now. Both times in a moment of weakness. The last calendar commitment before OOO and a few days off. Let me set the scene further. What we’re talking about here is a first proper...
Bristol Re-Tech Bristol drinks, Thursday 13 October 2022
Bristol Re-Tech drinks Bristol Re-Tech drinks are back! Join us on Thursday 13th October to discuss ideas and chat all things renewables and technology. The first Re-Tech drinks in July 2022 were a massive success with 60 people coming together in an informal setting....
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.
Event report, Re-Tech Bristol drinks
Re-Tech Bristol drinks July 2022 The first ever Re-Tech Bristol drinks took place a few days ago on the Bristol harbourside. A massive thank you to all fifty people who came along to enjoy some pizza and good times on a boat in the evening sunshine. We all spend too...
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