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…
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…
How starting a meet up could be a really good idea if you are looking for BD leads. Been there, done that, got the t shirt.
Renewables Events are a significant investment of time and money. But does the pitch on the stand pass the grandma test?
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.
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 is key to effective BD. I believe the phone is becoming a more useful tool again in B2B business development outreach.
B2B does not need to mean boring to boring. Thoughts on how to stand out from the herd. When the world zigs, zag.
The humble sales pipeline meeting can be the source of one of the most simple but effective BD upgrades. How to get it right.
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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.
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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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.
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