Business Development

What Business Development Is and What It Is Not

What is business development? It's a simple enough question. But it turns out one that's quite difficult to answer: Some people might say that business development is just a fancy phrase for sales. Others might say that business development is a function of marketing...

People Hate to be Sold, but They Love to Buy

You need to sell more. As a sales professional, your livelihood depends on it. Your company craves growth. It needs more customers to survive and thrive. The heat is on. You feel under pressure to deliver but somehow – even though you are trying very hard – you are...

How to Find Buried Treasure in Your Business Plans

Are you running the rule over your carefully crafted business plans looking for “buried treasure” to help you improve performance this year? Perhaps you are already confident about your prospects for this coming year but need a contingency plan just in case? Maybe you...

9 Tips to Make You the Best Salesperson

What’s your image of the best salesperson in your industry? If your mind just conjured up a vision of a sharp-suited, smooth-tongued, quick-witted sales superstar, then you need to reframe. Why? Because old style selling is well on the way out! You don't need to be...

9 Reasons Why Sales Success is All in the Mind

Sales success is all in the mind. Have you ever considered? What motivates us to buy things that we don’t need? Why we chose to become loyal to some brands and not others? How successful companies make money out of giving away their products and services? The answers...

3 Simple Ways to Improve Your Prospects at Year End

Improve your prospects at year end by working continuously and consistently in December so that you finish strongly. “It’s not where you start – it’s where you finish that counts!”  It’s a fine quotation from best-selling author and motivational speaker, Zig...

How to Avoid the 7 Deadly Sins of Inbound Telesales

When was the last time you bought over the phone from a telesales team? Was it a great experience or did it leave a lot to be desired? According to Contact Babel, over 42 billion inbound call minutes were racked up in 2014 in the UK alone. Many of them from customers...

Grow or Die! 4 Proven Ways to Increase Your Revenue

Want less revenue? No. I thought not! Every year, in pretty much every company, the clarion call goes out to “grow or die”. Clearly, revenue growth is an absolute business imperative. But just how do you increase your revenue? Surprisingly, there are just 4 ways to...