One of my all time favorite people is Craig Newmark of Craigslist. He is smart, accomplished, humble, and dead on about sales. He insists on a title of Customer Service manager even though he’s the founder and CEO. He feels that the best way to attract new customers is to do a god job with [...]
For some reason, sales is one of the least understood business processes in most companies. For most people not directly in involved with the sales team, there is little understanding of what sales people do all day with a default of thinking sales people spend most of their time having lunch or playing golf. When [...]
Last night at a dinner sponsored by the America Ireland Fund, I met the CEO of a 50 person consultancy based in Berkeley Heights, NJ. It’s a small firm that has achieved about $10M in revenue and focuses on the mathematics intensive aspect of quantitative business intelligence.
He described his challenges in finding new clients [...]
I’ve just started two new clients this month so I though I would share the basics of business development from the very beginning.
The steps are very simple and straightforward and apply equally to businesses large and small.
They are:
1. Define unique value proposition: What does this company offer as a service or a product expressed [...]
Was all set to chase down several senior financial executives who have expressed interest in two of my current clients this morning.
When talking with financial industry people, it generally is a good idea to have Bloomberg or CNBC running so that you’re aware of what’s going on in the markets. At 7:30 this morning, [...]