Development

Chief Transformation Officers are Steering to the Top

Print or Download For many companies, changing course is often urgent. However, transforming a company is never easy. According to BCG, “up to seven in ten company transformations fall short of their goals”. It is a long journey that involves reinventing the business, changing mindsets, and pivoting the organization. According to McKinsey, “the chief transformation… More

Appreciation for Data Analytics Twice That of Artificial Intelligence in B2B Sales

Data analytics and artificial intelligence have been the most hyped tools for B2B selling activities over the last two years. Yet, benefiting from data analytics and artificial intelligence projects remain a lengthy journey. This article highlights the daily experience of 400 highly successful senior executives at medium and large companies with data analytics and artificial… More

How Sales Executives are Mastering B2B Sales Conversations

The ongoing Covid-19 pandemic is having a nearly universal detrimental impact on all industries, including business-to-business (B2B) sales, which likely will not return to normal for quite a while. Some contend they may never return ever to normal, at least as we knew them before the pandemic. This article covers high-level B2B sales between sales… More

Covid-19 is not the only Force Altering B2B Sales

The ongoing Covid-19 pandemic is likely to prove one of the costliest developments in history, likely costing between $1 trillion and $2 trillion, according to United Nations and other estimates. Like most industries, those engaged in business-to-business (B2B) sales are identifying new ways to conduct their business, including remote and other means of communicating, until… More

The World’s 12 Best Company Lists

There are 800 million registered companies in the world with one or more employees. That’s an incredibly large number. Over the years, various stock exchanges, analysts and media outlets have sought to organize these companies into lists based on their various common denominators. Here is my (arbitrary) selection of what I consider the world’s 12… More

Account-Based Marketing 2.0

This year, US business to business online sales will top $9 trillion. Nearly every company engaged in this large and growing sector would likely acknowledge that the key to its past growth owes much to the emergence of account-based marketing. Every indication shows that account-based marketing will remain a centerpiece to exploding sales in the… More

The Best BtoB Sales Triggers

Business to business (BtoB) customers typically search the web before contacting a potential supplier. One would think that this would accelerate the BtoB selling cycle, but experience shows that just the opposite is happening. Why is this? When some steps in the selling process are shortened, others are lengthened because customers are assessing their options… More

Seizing Sales Triggers

There is perhaps no greater opportunity for a business than reaching the right person with the right message at the right time. But how do we know when the sales stars are aligned? When events are unfolding with prospects, experienced sales people know that their prospects are more likely to quickly place an order. Such… More

It’s Better to Address God Than His Saints

The French, we have a proverb that, translated to English, goes like this: It’s better to address God than His Saints. In no profession is it more applicable than sales, where the difference between success and failure is reaching the right person with the right message at the right time. But who is the… More

Seven Trends Poised to Drive Business Development

In recent weeks, we have highlighted trends likely to impact the executive recruiting and management consulting industries in the year to come. We conclude with a look at one of the most vital functions of any company: business development. There is every good reason to believe the year to come offers a continuation of some… More

Seven Trends for Management Consulting in 2015

Management consultants have good reason for cheer. Their industry segment in the US only has grown over 4% every year since 2009, reaching $165 billion in 2014 (IbisWorld). Their revenue is poised to keep growing in the year to come. 2015 also presents new realities and challenges in an industry that is ever-evolving and that is impacted by… More

Eight Tips to Master Executive Cold Calls

The cold call. To many, the very phrase has that unsettling sound of nails down a chalkboard, invoking imagery of a task involving countless wasted hours and days on a phone calling potential contacts or customers who ultimately don’t want to be bothered. To these skeptics, the cold call is an intimidating function, simultaneously tedious, repetitious… More

9 tips on how successful consultants obtain new customers.

Successful consultants pursue 3 primary approaches to their business development: • They expand their services with their current customers, • They gather and utilize facts on emerging market trends, • They broaden their customers’ base. Enyoy their 9 tips!