Check your biz dev process is working
I have just had a conversation with a prospective client, Clive Robinson from Experiential Agency, The Factory Live . During our chat, I tried hard to check that Clive had established a solid process for business development for his organisation. It was clear that he has really strong sales skills, the collateral was all in [...]
By rebecca Tuesday October 21, 2008
Writing Proposals – avoiding common pitfalls
Every advisory business has to write proposals at some point in order to persuade clients to buy from them. Proposal writing is both an art and a science. It’s easy to follow a simple formula for the headings, sub headings and how the argument to persuade the prospect to buy from you. But this is [...]
By rebecca Tuesday December 11, 2007
B2B and the complex sale……evolution or revolution?
There are some clear changes happening in B2B as convergence with CRM becomes ubiquitous. These have been neatly summarised by Brian Carroll in a recent post I believe the complex sale presents a set of unique sales and marketing problems that benefits by a shift away from the traditional lead generation mind-set to a new [...]
By rebecca Monday November 26, 2007