There are three trends in B2B marketing and sales that I have been following with great interest this past year. I single out these trends because: 1) I think these are in the early stages of adoption, 2) I believe they can be of significant value in growing your company, and 3) they tie in [...]
Anyone who has ever owned a business or been responsible for sales and marketing knows how hard it is to win new business. Business development is one of the most difficult responsibilities in any organization. This is the primary reason that sales and marketing people are often among the most highly compensated individuals in a [...]
Based upon my experiences in B2B over the past 25 years, there are a handful of key principles to keep in mind as you utilize the 7 elements framework for winning new business. As you work to design (or re-design) a successful business development process at your company, I hope these principles will help guide the [...]
In this 3 part blog series on Implementing The 7 Elements framework, I'll introduce ideas for how you can successfully implement a business development process with your organization. Here is Part 1; parts 2-3 will follow in the near future. B2B leaders know that sales orders are the lifeblood of their business. However, when it comes [...]
View / Download PDF Version A B2B client of mine that serves Fortune 500 companies recently asked me an intriguing question: “How do you sell professional services?” It was interesting because my client was already very successful, and I had never been asked the question so directly before. Like many good questions, I didn’t have [...]