It is easy to jump to the conclusion that potential customers that don't get it must be "ignorant." However, blaming our failing sales strategy on the customers may prevent us from making the [...]

If you are a business developer, then you do not have a sales target, because your job is not to generate revenue. Your job is to discover the value proposition which a sufficiently large number [...]

A business development team does not have a sales target and is not on commission plans. The outcome of a business development effort is either the definition of an attractive market position or [...]

Is there information you can provide, activities you can undertake, behaviour you can display or situations you can create to make more potential customers move faster towards purchasing your software?

The reason for our interest in global markets is of course that they represent much more potential than our domestic markets. 

When you are not yet a recognised brand in the market, then designing a predictable revenue generation process requires that you get two crucial concepts nailed:

It all started in the summer of 2007, when I was sitting on a camping stool in the warm and salty water among the rocks in the little sleepy fishing village of Prizba on the island of Korcula in [...]

Are you a blogger or do you aspire to become one? Would you like to reach an audience of business development, sales, and marketing people in the information technology industry worldwide? Then [...]

In my recent post under the title “Is Cold Calling Really Dead?” I promised more examples of companies where cold calling plays (or played) a significant and successful role in [...]

“Going Global on a Shoestring” is the title of the book that I will release in the 1st half of 2018 (it was originally planned for Q4 2017, but plans have changed). I am writing the book for [...]