Search results for category: business

Finding a compelling reason to change.

Before presenting your solution, you must find your prospect's compelling reason to change.

Tuesday, May 08, 2007 in business | new thinking | sales | Permalink | Comments (2)

Going into a first prospect meeting or call, what is typically your intent?

Topic for the day: Have a clear intent before key prospect meetings

Monday, April 16, 2007 in Personal Power | Sales | business | Permalink | Comments (4)

Three essential questions in your new business development process

Over the past month in our work with clients and speaking to groups, a "back to basics" theme has emerged. Sometimes we try to get too fancy with our approach to business development - building out complex process maps, jockeying for an upper hand in negotiations, trying to master human psychology and extract all the information inside someone's head.

Tuesday, March 06, 2007 in business | new thinking | sales | Permalink | Comments (9)

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Search results for category: business

Finding a compelling reason to change.

Going into a first prospect meeting or call, what is typically your intent?

Three essential questions in your new business development process