3 Lies You Tell Yourself About Your Customers That Cost You Sales

image courtesy "Sudden Impact", Warner Bros

In my line of work, one of the most frequent expressed needs my technology clients talk about is new business development.  Sales have stagnated or dropped, and the CEO is seeking the classic Hunter.  This makes sense.  New business development is incredibly important.  But what about old business development?  I’ve found out that many business owners are kidding themselves about the business opportunities that come from current accounts and continue to believe some whoppers about the current state of their sales, and that belief is costing them easy sales.  Read More…

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Rolodex Rainmaking: The Real Truth

rolodex rainmaker, business development

image courtesy of cooldesign @ freedigitalphotos.net

New business development, defined as new customers that are actually buying your products and services, is the lifeblood for most businesses, at least those that are trying to grow. Unfortunately, many entrepreneurs, owners and CEOs oversimplify the business development process to what sales or BD person has the biggest Rolodex. That’s a critical mistake, and many top executives fail to learn from history and make it over, and over, and over…

So just how should CEOs be looking at new business development to actually get a real and sizable return on investment? Read More…

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