Category Archives: Business Development
Sales is a serious and often quite stressful job, so my first tip for those of you who are in sales or are wanting to go into sales is to not take things too seriously. I’ve seen so many sales professionals ‘throw in the towel’ because they let the pressures of what a sales person’s responsibilities are get the better of them. If you’re a sales professional who operates in a market that is competitive, complex and continually changing (which is pretty much every market these days), then you have to be prepared to take some pretty hard knocks, dust yourself off and go at it again. I experienced a sales process that went on for 12 months, only to see it fall in a heap at the very last step. Yes, for a couple of weeks after I was wondering the streets aimlessly cursing how much effort was put in to it to and reenacting the moment when everything just disappeared in a puff of smoke, but there came a time when I had to accept what happened, what I had learnt and move on.
After all, it wasn’t as though I had lost the love of my life (pretty close though…)
So you’ve now got a decent list of desirable companies and contacts you want to do business with. Great! Let’s get our hands dirty and pick up the phone! Wait…. Just a couple more quick things we need to do before that happens.
Grab yourself a piece of paper and rule it into 3 horizontal sections. Read the rest of this entry
Ah the Cold Call. It certainly has had its fair share of critics and on the other side the believers. Some say it is dead, others still swear by it. At the end of the day it comes down to the question of are they a good way of generated greater business and a good use of time?
To this, I give a resounding answer of Read the rest of this entry