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A couple of years ago I wrote an article titled, ‘I Wish I’d Said That: Seven sentences to get you out of sticky situations.’ Just as there are words you can employ to helpful means, there are also words that you should avoid to keep you out of trouble and in control of the buy-sell relationship. Here are seven of them.
Read MoreIn my counsel to agency principals and business development personnel I spend too much time on the subject of how to overcome objections. If you find yourself constantly dealing with or dreading objections late in the buying cycle then there's something you're not doing early in the buying cycle: you're not creating objections. You should be.
Read More “If I get a meeting with someone I can almost always close them. I just need more meetings.”
I hear this often. Years ago, between the end of my agency career and the launch of my consulting practice, I heard these words from an agency president who was hiring me to do contract business development work...
Read MoreIf you are no longer excited by the opportunity to write another proposal; if you find your despair over the effort required outweighs the excitement of the business opportunity at hand, then this issue is for you. You are about to get out of the proposal writing business...
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