Month: March 2016

8 types of people whose sales ability could seriously cost them (part 3)

aka how to build a win:win BD ‘system’ Pay-off: a reminder on getting balance in the world of BD/sales Investment: 4 minutes Meet the ‘takers’ No one likes a pushy person do they? Our radar is always on for people who are out for themselves, or as Adam Grant refers to them in his excellent …

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8 types of people whose sales ability could seriously cost them (part 2)

Pay-off: understand the costly problem, find the fix Investment: 4 minutes Last week we looked at two types of people who might appear to be good at sales, but who might not be good enough at sales to survive long term. The point of my post was to urge those people to purposefully develop their …

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8 types of people whose sales ability could seriously cost them (part 1)

Pay-off: understand the costly problem, find the fix Investment: 5 minutes This post has been carefully designed to put people’s backs up. If it puts your back up, then hopefully I’ve succeeded in helping you take your first step towards making an important change to how you develop business. And don’t forget, such changes lead …

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Are you old and good enough to develop business?

Pay-off: 9 questions to help you become better than ‘good enough’ Investment: 3 minutes This one is written for younger BD professionals, but the ideas here will help anyone improve their value, impact, earning power and rewards around BD. Younger folk: Ever wondered if you’re old enough? To convince buyers to buy with credibility? Tomorrow …

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How technical sales people can think (and talk) on their feet

Pay-off: practical tips to help you think and talk on your feet Investment: 30-45 minutes (video) Most of the people I work with are technically minded consultants (rather than full-time sales people). And I’m often told by these people (or their clients) that they could do with improving how they think on their feet and …

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