Does the name “Erik Damgaard” ring a bell? If you are in the ERP business then I am sure it will. Erik Damgaard was the architect behind Axapta, which today is better known as [...]

One of the most important things I have learned throughout my many years in B2B project sales is to qualify my potential clients as early as possible. I’d rather say no too often than risk [...]

The proposal is the very last stage of the management consulting sales process. It is the confirmation of what we have already agreed during our discussions with the client. If you make the [...]

  Most companies accept that some customers are not happy. The vast majority of companies leave it to their customers to get the most out of their products and services. The independent [...]

In this series of posts I am sharing why at the beginning of my consulting career I lost too many proposals and what I have done to fix it. Links to previous posts in the series are listed at the [...]

Demonstrating the power of social media, I found Dan Lyons‘ book Disrupted – My Misadventure in the Start-Up Bubble in a post by one of my connections on LinkedIn. It was the name [...]

“Starting with the end in mind” is an excellent approach, but when we engage in client projects we often forget to apply this principle. Maybe it is the client that has her focus on [...]

Özlem, who was a student in one of my classes on business development training for Turkish information technology executives, understands that the market for information technology solutions is [...]

“The price is what you pay and the value is what you get” applies to anything you sell. Splitting these two is the most fundamental task of anyone responsible for revenue [...]

The book Predictable Revenue (Turn Your Business Into A Sales Machine With $100 Million Best Practices of salesforce.com) by Aaron Ross and Marylou Tyler is from 2011, but it is still a book [...]