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

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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

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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

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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

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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

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