Category Archives: Business Development

If you want the business, find the spark!

I have a friend of mine who likes to use the term “spark” to describe the emotional connection between two people beginning a romantic relationship. Most of us can recall a situation in our past where all the “specifications” for … Continue reading

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Drive Discovery from Curiosity

Think about the last friendship you formed. I am willing to bet that you didn’t spend a lot of time in that first conversation stressing to them what a good friend you could be, how you could bring value to … Continue reading

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Five steps to winning client trust by speaking your truth with power

Recent research of buyers of high value solutions is telling us that those buyers first interact with providers quite late in their buying process, and come to the discussion already very well informed about the value proposition and basic functions … Continue reading

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Social Selling, An Update

Buying in the B2B space is increasingly incorporating social networking as a key component of the buying process. The sales people who take advantage of that trend are therefore more likely to be successful than their colleagues using more traditional … Continue reading

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The DNA of a Powerful Question

“The processes used by a coach, a counselor, a psychotherapist or a guru are similar:  they build the awareness and responsibility of the client.”  (John Whitmore) I was in my manager Bob’s office, and we were going toe to toe.  … Continue reading

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Serve Before You Sell!

This month’s tip:  Add value to to your team or client before worrying about how you will be compensated for that service.  Said another way, advise and serve as if you are independently wealthy. It was winter in 1974 and … Continue reading

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The first question: What do you really want? (What is compelling you to act?)

I was frustrated. Over several meetings, we had come to a detailed understanding of the learning outcomes the client hoped to achieve in a series of workshops on relationship building skills. I had been able to draw strong lines between … Continue reading

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Business Development: How much is enough?

When I speak with consulting colleagues who are solo’s or small companies, one of the topics that comes up a lot is,  “how do we balance our workload between generating new business and delivering the business that we have already … Continue reading

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