Category Archives: Sales
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
The ignorant customer and the unfortunate salesman?
It is easy to jump to the conclusion that potential customers that don’t get it [...]
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
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
Curb Appeal – Why It Doesn’t Say Anything about the Interior
All companies have all kinds of issues all the time. The perfectly running company doesn't [...]
May
Key Considerations for the Direct vs. Indirect Go-to-Market Approach
In the video, I discuss the main difference between the direct and the indirect go-to-market [...]
May
