THE IMPORTANT WINNING COMBINATION
OF
EXTENSIVE FIELD EXPERIENCE
EXTENSIVE BUSINESS EDUCATION & TRAINING
CONTINUAL EDUCATION & TRAINING
Plus
“CREATIVITY”, “INNOVATION” and “OUT OF THE BOX THINKING”
FOR
SUCCESSFUL BUSINESS DEVELOPMENT
One without the others is not effective.
To be effective in business development all of these skills and attributes are critical and now needed.
Let me make a comment that most people will agree with.
 
“Today’s business [...]

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HOW TO GET BACK INTO AN IMPORTANT BUSINESS OR SALES OPPORTUNITY ONCE YOU HAVE BEEN ELIMINATED
This is a question that I am asked quite often.
Independent representative sales agencies can often face this issue when taking on a new product or service line.
It is important to understand what causes this situation to begin with.
There can be [...]

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WHY CLOSING THE SALE CAN BECOME DIFFICULT
The doctor will answer…
1. The factors that may be causing the difficulties of closing the sale
2. The confidential and sensitive things that are rarely uncovered that can be causing the difficulties
3. Some indicators and danger signals that the sales opportunity may be in trouble
4. How to prevent some of [...]

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“Cold Calling” for Developing Sales, New Customers and New Markets
The traditional approach to “cold calling” is simply calling a new customer or contact that you have not spoken with before, have not done business with before, and basically speaking do not have any business relationship with.
Many of the more aggressive companies that showed business growth [...]

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SALES TECHNIQUES, METHODS & STRATEGIES
1. How does your sales technique and method affect business development?
2. How does your sales technique and approach affect your company’s image?
3. How customers judge your company and sales staff by your sales approach?
4. How can customers become offended or ‘turned off’ from a sales approach or technique?
5. What is a [...]

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EVALUATING POSSIBLE ACQUISITIONS
PURCHASING BUSINESSES
EVALUATING STARTING A NEW BUSINESS
“Caveat Emptor” which is Latin for “Buyer Beware”
 
How to obtain important information for your evaluation on the purchase of a new business
or company, beyond the traditional approach and avoid falling into “the money trap”
 
How to uncover the details that will cost you significant money later.
 
How does the economy [...]

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HOW LEADERSHIP AFFECTS BUSINESS DEVELOPMENT
How the skill level of an organization’s leaders affect other management levels
What is the importance of a flat management organization
How to prevent the situation of “Jack of All Trades and a Master of None” from hindering
business development but utilize it effectively
Why utilize external professional services to supplement staff
Where leadership skills come [...]

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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 everything important for business development into a list of critical tasks needed accomplished.
The following is the list [...]

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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 external, to customer dynamics, to market and technology changes.
Many situations are within your own control and other [...]

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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 into your business development program?
 
How to utilize a team approach to extend your effectiveness and achieve more results?
I.
Up-selling and Cross-selling are [...]

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