The Value of Rigorous Opportunity Assessment
Emerging salespeople typically believe that all business is good business and, to an extent, I can understand this viewpoint. If you are trying to make a name for yourself, being put under pressure by your sales manager to get “runs on the board” and ...
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When It Comes to Winning Major Contracts, Size Really Doesn’t Matter
Extensive research recently completed by the Corporate Transformation Department at Luton University in England, confirms suspicions and beliefs that I have had for some time now. In business terms, they claim that these findings represent a revolutionary breakthrough in understanding what makes a successful contract bidder. Read more …