Four essential factors for building trust with sophisticated buyers, part 1

Here’s something I’ve learned about sales professionals in the years I’ve been leading training programs: they’re avid learners in hot pursuit of excellence. And for the best of the best, “excellence” is determined not by numbers, but by the difference they make. Use this four-part checklist to gain insight into ways to raise your game.

4 behaviors that help delivery people be better business developers

It’s an age-old challenge in the consulting industry: how to get your delivery people to develop more business. After all, who’s in a better position to bring in more work than the people who labor side-by-side with the client? But first there are barriers to break through. Read on for four specific strategies that will help your delivery people execute on both project plans and business development plans.

Why I got rid of my office daddy

It was a little over 15 years ago when I landed my first big meeting with a very big prospect. I cold-called him via FAX (hey, it was the early 90s). He was a government executive whose name appeared on book covers and in lights at conferences. I was 26 years old, working for an IT consulting firm with a substantial government practice. I wasn’t a business developer; I was just an eager consultant—a newbie—with an idea.