Tag: Business Development

How often do your sales pursuits go cold? Do your nearly-closed opportunities ever drift to a silent stop? The prospect may have given you a reason that sounded legitimate, but was that really the reason, or was it because you didn’t have a good grasp of their needs? So often my clients tell me that when their client turned cold, the entire opportunity froze. Business is tough, and the work you do is important, but try not to get too cerebral and lose the opportunity. The next time you’re in hot pursuit of a big opportunity, turn up the softer side of business development and warm up your chances for sealing the deal.* Think about the following:



Everyone is looking for the perfect recipe for creating marketing magic. CEOs and business leaders often ask me what matters most in marketing, when and how they should implement a marketing program, and whether I think the latest popular tactic will work for them. Before you begin plotting your next strategy and tactics, check to be sure you’ve got the right supplies on hand. There are a few key components you must have; this special blend of ingredients constitutes your own marketing ”super juice.” Here are the top three ingredients you will need to build your marketing program:

1. Subject matter expertise
2. Knowledge about your clients
3. Close contact with your clients, prospects, and key relationships