The IMPACT Encyclopedia
Articles Filed Under: Business Development
January 05, 2010
2009 Miller Heiman Sales Best Practices Study
Toward the end of 2009, Miller Heiman released their annual sales study. The study which is a result of a survey of sales executives and professionals, looks at what distiguishes World-Class Sales Organizations from the rest of the…
September 02, 2009
The Price of a Billable Hour
The results of this study show that personal networks affect prices: “The greater the proportion of informal relationships a firm enjoys with clients, the lower the fee the firm charges for complex legal work.”
http://insight.kellogg.northwestern.edu/index.php/Kellogg/article/the_price_of_a_billable_hour/
May 12, 2009
Give.
One of my clients sent the following comments to my most recent blog.
"Read your blog this morning about connecting with people – and I totally agree. I was at my networking meeting yesterday and we were discussing…
leadership, greatness, motivation, leading in a downturn, business development
March 31, 2009
Developing new business should be enjoyable.
I just spent two days working with a new IMPACT coach, Wendi on client meetings. We had ten meetings with clients and potential clients over two and a half days. That doesn't sound like a lot but we were…
December 02, 2008
Change is good. Even when it is bad.
Some would call me "the eternal optimist". In fact, I think I am.
I wake up early every morning, sit and read the paper look on the bright side. I love what I do. IMPACT is an organization of coaches…
coaching, executive coaching, leadership, motivation, business strategy, leading in a downturn, strategy execution, business development
October 28, 2008
A Bad Economy is Good
Why? A down economy drives a lot of really good decisions. We are all tightening our belts. Our priorities shift. Things we thought were so important a month ago suddenly seem unimportant. For many, the shift is towards things that…
executive coaching, greatness, business strategy, balance, leading in a downturn, strategy execution, managing change, business development, professional services, consulting
September 26, 2008
The Customer is the Company
The company "Threadless" churns out dozens of new items a month -- with no advertising, no professional designers, no sales force and no retail distribution. And it's never produced a flop.
How do they do it?
By turning their backs…
June 18, 2008
The “Caddy Concept”
Yes I like golf but that is not what this blog is about. It is about business development. The hardest thing about business development actually doing it. Don't kid yourself, business development is something that takes years of experience to…
November 21, 2007
When Enthusiasm Takes a Wrong Turn
This article, written by sales performance firm Huthwaite, addresses the problem of unexpectedly underwhelming customer reaction to new products and services. The problem: new products are often launched to the sales force with too much focus on the products bells…
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