Prospecting & Biz Dev Articles

Gap Selling in Practice: Aligning Decision Criteria During Discovery

Gap Selling Tip #3:  Concept: Ensuring decision criteria aligns with solving the problem you discover Why?  “The point of (aligning decision criteria & what you learn in discovery) is not to confirm that your product/service can do the things your client wants it...

Tell Your Customer “No”! During Prospecting

Can you tell your customer or prospect no? You better. When a prospect says; "Just send over a proposal," but won't give you any information about their company, what they are looking for, or what they want to accomplish. Say "No!" When a customer asks you to reduce...

Are You Someone’s Booty Call?

booty call:  A late night summons -- often made via telephone -- to arrange sexual liaisons on an ad hoc basis. Yup! This Urban dictionary definition pretty much nails what a booty call is.  It's when someone calls you late at night to hook up, usually when they have...

Engage During Prospecting- “Why Should I Talk to You?”

Why should I talk to you? Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it's a bitch. To make things worse, even though theoretically it's simple,...