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 [...]
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 [...]
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 [...]
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