Tag Archives: Business Development

In B2B sales, conversations with buyers are the key to cash. A Rep’s productivity is often determined by the buyer value being created in sales conversations. Creating buyer value requires a deep understanding of a buyer’s situation. Effective listening improves … Continue reading

Posted in Conversations, Curiosity, Learning, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 2 Comments

Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 2 Comments

co-written with John Holland, co-Founder, CustomerCentric Selling Some reflections on lessons we’ve been learning from our buyer-guided approach to business development. First, most folks doing business development aren’t having nearly the success day-to-day that they think they’re having. Buyers are … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Metrics, Process, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , , , | 4 Comments

There’s a commonly held view that sales is a numbers game and success depends upon how hard Reps try. Most sales organizations measure day-to-day sales performance by counting activity. How many: calls were made, meetings were conducted, proposals were issued, … Continue reading

Posted in Change management, Curiosity, Metrics, New hires, Process, Results, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment