Sales Development in the Age of AI: Why Structure Now Matters More Than Activity
For years, many organizations treated marketing activity and sales development as if they were roughly the same thing. If enough emails were sent, enough posts were published, enough campaigns were launched, and enough names were added to the CRM, it was easy to assume the top of the funnel was being “worked.” The activity looked […]
The New Job of Business Development: Reducing Buyer Risk Before the First Conversation
From my associate Janice Giannini. In many industries today, the most important sales work occurs before a buyer ever speaks to a salesperson. For decades, business development and sales were seen as persuasion disciplines. The assumption was straightforward: if a company communicated its value more effectively than competitors through stronger relationships, sharper messaging, or better […]
Business Development in the Age of A.I.: From Sticky Notes to Simulations
From my associate Grant Tate. A few years ago, one of my coaching clients called with an urgent question. “I’ve just been appointed Director of Business Development for our company. What does a Business Development Director do?” It was a fair question. He worked in a start-up with fewer than ten people. There was no […]
The Esstential First Step in Sales and Business Development
In selling services—far more than products—establishing credibility and trust is the essential first step that many salespeople overlook or rush through, ultimately weakening their ability to win new clients. Without this foundation, executives hedge their responses, offering accurate yet surface-level answers that skirt deeper, more critical issues. As a result, game-changing conversations—and the creation of […]
Mastering Sales and Business Development: Strategies for Sustainable Growth
From my associate, Dan Elliot Did you know that 80% of new businesses fail within the first five years due to poor sales strategies? Did you also know that 71.4% of all statistics like that are made up on the spot? Regardless of the numbers, the underlying truth remains: sales drive business success. Without a […]
Business Development & A.I.
From my associate Grant Tate. Understanding your clients/customers is the foundation of business development. Successful business development and sales depend on deeply understanding potential clients’ needs, preferences, and expectations. Integrating Artificial Intelligence (A.I.) can significantly enhance your ability to create precise and comprehensive client profiles, streamline sales strategies, and proactively address client requirements. I agree. […]
Business Growth: Why the Gap?
From my associate, Janice Giannini. This month, we focus on business development, the engine of sustainable growth. External factors such as market shifts, economic conditions, and intense competitive pressures play a crucial role; many of the most significant obstacles to effective business development are within a company’s control. However, these internal challenges often receive less […]
In the Beginning There Was Sales
From my associate, Grant Tate. At age sixteen, I worked in a furniture store. Our small town had two such stores, but Waugh Furniture had the legacy, having been around for fifty years. The other guys were fly-by-night, you know the type who sell seemingly big discounts, but the so-called sales price is still the […]
Unraveling Value-Added vs. Adding-Value Selling
Today, the competitive marketplace compels businesses to seek strategies that distinguish their offerings and captivate customers. Two frequently discussed yet often confused concepts in this realm are “value-added selling” and “adding-value selling.” Although their names sound similar, these strategies diverge in core philosophies and applications. This article aims to eliminate the confusion, highlighting each strategy’s […]
Snatching Defeat From the Jaws of Victory
From my associate Janice Giannini. Many texts address the characteristics/qualities needed for successful Business Development strategies and plans. Many more address the same topic of increasing sales. There may be a few root causes shared by all humans that drive limited success or failure and, therefore, could also drive tremendous success if effectively addressed. I […]