Daily Archives: August 13, 2008

SUMMARY OF BUSINESS DEVELOPMENT FUNDAMENTALS In this library and section we will list the fundamentals of business development for any business whether selling products or services. Business owners, managers and professionals in business, sales, marketing often ask me to summarize … Continue reading →

IF BUSINESS DEVELOPMENT IS SO IMPORTANT AND FUNDAMENTAL, THEN WHY IS IT DIFFICULT TO ACHIEVE AND SO MANY BUSINESSES FAIL AT IT? There are many situations that can hinder or interrupt business development efforts. These situations range from internal, to … Continue reading →

UP-SELLING and CROSS-SELLING FOR BUSINESS DEVELOPMENT You will get answers to all of these questions. What is Up-selling and Cross-selling?   What are some examples of this around you, in every day life?   How to integrate Up-selling and Cross-selling … Continue reading →

BUSINESS DEVELOPMENT FOR ATTORNEYS & THE LEGAL MARKET You will get answers to all of these questions. 1. What do attorneys say about business development? 2. Why any attorney should shed their misperceptions about what business development truly is & … Continue reading →

The Importance Of Training At All Levels To Prevent Businesses From Falling Into The Horrible Business Situation Of ‘The Rule of 10’. 1. What is ‘The Rule of 10’ and why is it so horrible for a business? 2. Why … Continue reading →

STRATEGIC SELLING AND STRATEGIC MARKETING These will significantly grow your business, quickly & continually. What are these? Why skilled staff is essential for strategic selling and strategic marketing to help a company to grow. How these should work together to … Continue reading →

MARKETING COMMUNICATIONS LEAD GENERATION TELEMARKETING UTILIZING TRADE SHOWS TO PRODUCE RESULTS 1. How can we cost effectively develop sales support literature? After you have done your research on what should be in your literature, simply hand sketch it.   You … Continue reading →

OPERATIONS GROWTH & IMPROVEMENT EVALUATING STAFF’S SKILL LEVELS TRAINING PERSONAL SKILL DEVELOPMENT & STAYING UP-TO-DATE 1. How can we find & keep skilled, hard working staff? This is very important to help grow a company as well as for cost … Continue reading →

INCENTIVE & COMMISSION PROGRAMS THAT PRODUCE RESULTS 1. How can we evaluate our current commission & bonus programs for our direct sales staff to determine if the programs are helping us reach our goals? To develop and implement commission & … Continue reading →

INCREASING SALES & PENETRATING MORE MARKETS WITH INDEPENDENT SALES REPRESENTATIVES, DEALERS & DISTRIBUTORS 1. How can we expand an independent sales representative or dealer/distributor network, nationally? Utilizing such sales channels is often the most cost effective way to expand sales … Continue reading →