Tonight, I made a change in the process of blogging. I’ve separated the IT and Business Development into two different blogs. All past posts will be located at this blog. Future IT and Biz Dev posts will be separated unless they are of general interest. The new blog addresses are: http://billdotson.typepad.com/bizdev/ and http://billdotson.typepad.com/the_it_workbook/ The subscription feeds [...]
Client: John, it’s wonderful you’ve called on me. I happen to have a bit of a problem and would like you to help. John, the Consultant: Let’s talk about it. …time passes… John: Before we begin the project, I’d like you to do something for me. (John hands over an envelope and a piece of paper.) [...]
For the creator in all of us: http://www.gapingvoid.com/Moveable_Type/archives/000932.html Hugh’s method of writing is great — its a conversation he could have with you. This post is great for anyone in the corporate world and for those college students about to enter it.
This is the continuation of the previous post. Now that we’ve addressed the basics of the buying-selling process, let’s get down to working on the business case for this project. Your foresight in requesting that sales people work on business issues and not spend time spouting buzzwords will save us both time. This flowchart (download the [...]
In my last post, I wrote about the NWC Reader Survey and how a Sales Manager could use it to train his/her sales people. To switch sides, here’s a letter to buyer explaining what Sales needs in order to meet the request and help buyers. This is part one of the letter. Dear Buyer: Recently, [...]
