Published Articles

Developing Accountability for Business Development In Your Sales Team

Published Articles
Published in

IPA Bulletin

on May/June 2005

Who is responsible for Sales Team performance development, and accountability?

The keynote speaker at a recent commencement address was heard to say to the graduating class, "My generation had to get off the dime; and your generation must change its paradigm."

Who's responsible for Sales Team performance development, and accountability? And how should it be accomplished?

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Committed Relationships

Published Articles
Published in

IPA Bulletin

on January/February 2005

Buyers make commitments to suppliers from whom they receive a unique and meaningful economic benefit and whom they can trust for reliable performance.

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Information Treasures We Ignore

Published Articles
Published in

IPA Bulletin

on November/December 2004

Asking the right questions, listening to clients and prospective clients, and sharing information can unlock opportunities for new business development.

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Driving Performance

Published Articles
Published in

IPA Bulletin

on September/October 2004

Improving organizational communication can drive the ability and capacity of a company to survive tough times as well as create employee, supplier, and customer loyalty and morale.

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Improve Performance

Published Articles
Published in

IPA Bulletin

on July/August 2004

Develop a Business Development Strategy

A Business Development Strategy is a plan by which a supplier organizes all available resources to accomplish improved business performance and that satisfies (at least short term) objectives and goals. It is generally based on current conditions, and current resources; and is frequently updated. There's much that every organization can effect to improve performance, if your customers are central to all that occurs, or might occur. And a written plan --- shared with personnel and based on conditions --- usually works far better than no plan.
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Education & Training

Published Articles
Published in

IPA Bulletin

on May/June 2004

For Improved Morale & Productivity

Why is it our personal, luxury cars receive better maintenance than our business development personnel --- who are most responsible for future revenues?

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Harsh & Challenging Conditions

Published Articles
Published in

IPA Bulletin

on January/February 2004

Provide Abundance of Opportunities

Business conditions continue to elevate organizations willing to recognize that no change occurs without creating new opportunities. For the organization willing to "look up" and proactively engage change, rewards can be significant.

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Business Development

Published Articles
Published in

PICA Scanner

on January-February-March 2004

Customer service and proactive customer contact

Changing market conditions usually create opportunities for the supplier willing to implement change to capture new opportunities for additional business.

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Budgeting & Planning

Published Articles
Published in

IPA Bulletin

on November/December 2003

Properly Implemented Are Not What They Appear

If you can't, as a supplier, make a positive contribution in your target customer's priorities, productivity, revenues, and objectives and goals, you may be pursuing the wrong profile account. Assigned sales representatives or customer service representatives should pursue understanding, "What are the sources of pain for this account? "

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Business Development Strategy

Published Articles
Published in

IPA Bulletin

on September/October 2003

It Comes Before Technology & Equipment Strategies

There are a number of actions available for improving performance --- for increasing revenues and company performance. However, senior management commitment, leadership, and endorsement are critical to such initiatives, because any meaningful activity for business development that's not supported organizationally has elevated opportunity to fail, and thus create greater hurdles in the future for any "re-start" of such programs.

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