In my roles in sales and business development leadership, I’ve been observing one recurring pattern. After a business conversation with representatives of a company I hear colleagues and sometimes myself saying things like “I spoke to them and they want […]”. Or “The company doesn’t like our offer. They want us to do more.” But … Read more
There is this colleague who just joined your team. Showing a superstar CV he mastered the hiring process well and is now eagerly starting his work. Very elaborate, smartly speaking, smiling and curious. All looks good at the beginning. At some point you feel that something is strange. He pretends to have knowledge where he … Read more
It sounds like the dream of every entrepreneur. The one decision, the one thing you do in a moment of despair that would change the outcome of your game completely. Ray Kroc, known for his burger empire with the big M in its name, had such a moment in 1955. In that year, he was … Read more
The moral duty of a salesperson “The role of marketing is to change someone’s perspective on a thing” (Rory Sutherland) As an advanced professional in Sales or Business Development you’ve perfected your craft. People will buy from you. If you’re really good you’d be able to sell everything to almost anyone. Maybe you proud yourself … Read more
