Take your time and establish that you and your potential client share basic business relationship values.
How to Deliver Winning Proposals – Part 1
The proposal is the very last thing you do. There are a number of phases you have to work through first.
The Friendly Orange Glow: The Untold Story of the Rise of Cyberculture
The story about PLATO is not only interesting, but it will also teach you a lesson or two. It explains the fate of great ideas that are not in sync with the times and how large, well-established companies can make bigger mistakes than they can afford.
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
The book is a “must read” for all business development, marketing, sales and other revenue generation professionals in the information technology industry.
An Idea That Eventually Turned Out to Be Worth $1.45B
Improving something that already exists by making it easier to use, less expensive, faster to implement or adding some other convenience features is a viable way to start a business.
How the Value of a Reseller Channel Can Be Counted in Billions
When a customer implemented an ERP solution from Navision, only ten per cent went for licenses. Ninety per cent of the value was created by and remained with the dealers.
Curb Appeal – Why It Doesn’t Say Anything about the Interior
All companies have all kinds of issues all the time. The perfectly running company doesn’t exist.
The Difference Between Business Development and Sales
Business development, marketing and sales are business processes just like R&D, G&A, manufacturing and logistics.
Key Considerations for the Direct vs. Indirect Go-to-Market Approach
In the video, I discuss the main difference between the direct and the indirect go-to-market approach and how you can make the indirect approach work in your favour. This is the second video in the Building Successful Partner Channels series of five videos that TBK Consult have made for the Microsoft Smart Partner Marketing portal. Using a channel of…
Channel Partner Recruitment from Early Stage to Late Stage
In the video, I discuss the process for channel partner recruitment from early stage to late stage.