“Sales is a result—business development is the process!”, Michael Buell wrote in his article, The Entire Business Development Process in 11 Words. If you are a business leader who is...
So, how did you do? If you read my introduction, Business Builders on Strategic Architecture, you have built a framework for thinking about business growth in your organization. As we...
I’m thinking… how many times have I heard a leader claim they are clear on their plan for strategic growth? How about you? There’s your answer, hundreds. Some will explain...
I recently came across an article titled “Why B2B Lead Generation Is Dying a Slow Death,” and I must admit that the title made me a little nervous. B2B lead...
If you would have told me five years ago that I would be running marathons, I would have laughed. I could barely get through a mile jog without being completely...
Back when I was a senior in college, I thought I’d graduate with the world as my oyster. But then I graduated, and the economy imploded. That’s right, folks: I...
Core values are far more than just short statements or nice-sounding words that make your company look good. When articulated clearly, shared widely, and exemplified by the majority (if not...
“A diamond doesn’t start out polished and shining. It once was nothing special, but with enough pressure and time, becomes spectacular.” – Solange nicole How are diamonds made? According to...
I’ve recently been hearing a lot of clients and prospects talking about how their prospects and customers “don’t make decisions in the summer” or how “summer is our slow time.”...
Got to pay your dues if you wanna sing the blues And you know it don’t come easy. -Ringo Starr, “It Don’t Come Easy” I remember the first meeting I...