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


It’s Better to Address God Than His Saints

God Saints Sales Chess Square

  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

BusDev - Aesop Statue

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


Five Apps for Sales and Business Development

BusDev - All Apps

For the sales professional, the diverse, vast and hugely critical functional responsibilities associated with the sales function have led to the development of literally thousands of apps that may be useful in various components of the sales process.  As we did in our prior posts for CFOs and HR professionals, however, we have honed in… More