Category Archives: Business Development

Process over Intuition: Wins 2:1

By | May 16, 2017

Want a winning sales strategy? This post discusses following what works, versus following your “gut”. The key to a successful B2B business is the discipline of an effective sales process that replicates success. A core theme of Jim Hayden’s and his book (….The Art of the Selling Conversation) is the choreography around the selling conversation and building that into a disciplined process which the Sandler Institute … Read More >>

5 Steps to Fostering Sales-Marketing Alignment

By | March 23, 2017

Startlingly, your customers have typically gathered 70% of their information about you and your product or service before they ever engage with you. Although the responsibilities of both marketing and sales divisions have evolved significantly to respond to the correspondingly increasing need for quality product and service data, I’ve found that, within many organizations, these… Read More »