Category Archives: Business Coaching

Not My Customer

The classic sales professional dilemma: is that prospect really a customer? Customers and prospects look a lot alike. In some cases, they are indistinguishable. Perhaps, they both requested additional information from the sales professional. They may come from the same … Continue reading

Posted in Business Development, Business Coaching | Tagged , , , , , , , , , | Leave a comment

Everything We Own Is In The Box

A dear friend recently moved from Nashville to San Diego. Opportunities were imminent. The adventure launched when his wife negotiated a transfer to Southern California. Their fortunes were about to improve dramatically. This personal development resembled a business deal, where … Continue reading

Posted in Business Coaching, Business Development | Tagged , , , , , , , , , | 2 Comments

Who Hears the Customer?

Who likes Girls Scout Cookies? The courageous young lady knocks on the door and asks, “Would you like to buy some Girl Scout Cookies?”. Of course, I say, “yes”. She responds, “Which ones would you like?”. Successful sales professionals hear … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , | Leave a comment

Why Story Kicks Social Media Butt!

Too many business professionals fixate on social media and its everchanging forms and channels for business growth. However, the successfully savvy marketer emphasizes stories more than ever! Of course, the ability to communicate with your audience with text, audio and … Continue reading

Posted in Business Coaching, Business Development, Creating Culture | Tagged , , , , , , , , , , , , | Leave a comment

Tell Me Your Story

Everyone has a story to tell, but who really wants to listen? Successful sales professionals do! For business to transact successfully, questions must be answered. Consequently, questions must first be asked. A prospect that tells a story opens the possibility … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , | Leave a comment

Make the Call

Every ring, buzz, chirp or ringtone sounds like opportunity for business development types. Successful business development starts with communication. Connectivity between seller and buyer starts the communication process. But, with so little time and such large targets, how does a … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , , , | Leave a comment

Recalibrate for Year-End

Professionals routinely use map applications to travel between physical locations. When they get off track, the application recalibrates to put them back on the most efficient path. This is similar to what happen with business journeys. As assignments and strategies … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , | Leave a comment