Category Archives: Blog
The Difference Between Business Development and Sales
Business development, marketing and sales are business processes just like R&D, G&A, manufacturing and logistics.
Dec
I Don’t Sell Anything
Selling management consulting is a relationship business. Without bilateral, trusting relationships there will be no [...]
1 Comments
Dec
What I learned from writing over 200 articles on LinkedIn
LinkedIn Publishing is a peripheral supplement to my content marketing activities. It is not the [...]
1 Comments
Dec
How will you know if a certain sales approach will work or not?
You will have to continue to test, measure and test because the markets move all [...]
Oct
Did McKinsey & Company Kill Swissair?
All had been well until the early 1990s, when consultants McKinsey & Company recommended [...]
Aug
Slow down – it’s not your business
As a management consultant you have to take responsibility for the outcome of the process you [...]
Aug
Proposals Are the Last Thing You Do
I now realized the advantage I had in proposal writing. It was never about me. [...]
1 Comments
Jun
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
The book is a "must read" for all business development, marketing, sales and other revenue [...]
Jun
The Friendly Orange Glow: The Untold Story of the Rise of Cyberculture
The story about PLATO is not only interesting, but it will also teach you a [...]
Jun
An Idea That Eventually Turned Out to Be Worth $1.45B
Improving something that already exists by making it easier to use, less expensive, faster to [...]
May
