What is the profession of business development if not to spot opportunities and convert them to happy, paying clients? In the last month, we had several requests to “increase commercial awareness” in our clients / prospects. Where do we start? What does it actually mean to be commercially aware? It could be argued that the … Read more
The Good The Bad & The Ugly Dirty Tricks in Buying and Selling Many thanks to all of you who contributed to the “Dirty Tricks in Negotiation” survey – the results are FASCINATING! For example……. Both professions are prepared to lie (29.4% overall). BUT buyers are twice as likely as sales people … Read more
We are pleased to announce the release of version 6.0 of the sales excellence diagnostic, updated after our summer research review. The last year shows what an exciting profession sales & business development have become! Considerable intellectual muscle is being applied to increase sales efforts, through technology, good change & project management and most significantly, … Read more