Articles under ‘Business Development’

The art of sales is to be able to match what your client wants with what you are selling. To be able to do that requires being able to see things from your clients perspective.
Indeed the mantra of sales people is WIIFM (pronounced WIFF ‘EM – as in WIFF THEM!). It stands for What’s in [...]

Lately I have been seeing a lot of people struggling to get their potential clients to take the step from being interested to parting with cash. They are hearing all the right noises but wallets are remaining firmly closed.
It’s understandable when you consider the current flat economy and general uncertainty combined with the continual [...]

Telemarketing can be an effective form of lead generation and it is often an activity that is outsourced to a specialist company. All too often it ends up being a costly exercise with no extra business to show from it. Here are 5 things to do before outsourcing your telemarketing to a third-party supplier.
Clarify your [...]

I was reading through some group discussions on a Linkedin this morning and there was a certain post which caught my eye. It had been started as a leading question which might as well have been a sales pitch. The thing that piqued my curiosity was that the photo of the person asking the question [...]