Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
It has been most interesting to learn about the different ways people are putting Artificial Intelligence (AI) to use as a business development tool or, possibly, partner! Consider that AI can help us to work “smarter” rather than just harder and can serve as a practical, on-demand assistant that strengthens business development efforts by improving […]
In a series of studies published in the Journal of Public Research, “people chose to complete tasks that had very short completion deadlines, even in situations in which tasks with less pressing deadlines were just as easy and promised a bigger reward.” Unfortunately, this human nature tendency can sometimes create bigger problems over time. For […]
For many businesses, referrals are among the most valuable sources of new opportunities. Yet, executives often underestimate the importance of deliberately managing referral source relationships. These connections—whether with clients, peers, professional partners, or industry influencers—can significantly shape business growth when nurtured strategically. 1. Recognize Referral Sources as PartnersReferral sources are not just contacts; they are […]
Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in only a few words: “Know your customer, know your product; call a lot of people, ask all to buy.” Today’s focus is on the third component of the […]
In a recent article published by LinkedSelling, the question was posed, “How can you take a cold prospect, reach out to them, connect with them in a way that engages them, and offer them value so they see you as a resource & authority?” A good question for many of us… and, interestingly, the simple answer […]
Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for achieving success is follow-up – i.e., staying in regular contact with customers, prospects, and influencers/referral sources. We have observed that most people fail to follow-up with sufficient frequency or with a value-added purpose. Frequency guidelines:If […]