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 […]
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 […]
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. […]
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 […]