Debunking the Myth that “It’s Everyone’s Job to Sell”
One of the things I am most fascinated by is how people become trapped...
Tap Into the Purpose Behind the Transaction
I bet I can guess your Why. What I mean is, if you are...
“Let’s see what kind of client you’ll make.”
Let’s try on the idea of you being as ruthlessly discerning with your prospective...
Quit Selling & Start Helping
To understand selling is to understand that in the pursuit of profitable new clients...
Four Reasons to Write
Agency business development is a cocktail of sales, marketing and public relations activities. To...
Do You Even Need a New Business Person?
I’m a fan of constraint-driven exercises, so let me pose one for your consideration....
The Armor-Piercing Introduction
Even the most specialized firms are capable of delivering a range of services that...
Seven Words You Can’t Say in Business Development
A couple of years ago I wrote an article titled, ‘I Wish I’d Said...