Strategy

Business Development

There has always been confusion around the term business development.  How many times have you heard someone put the title of business development director on their sales manager? There really is a difference between business development and sales.  Just as there is a difference between networking and selling. While speaking to my long-time colleague, Scott

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The 3 M’s of Successful Management

At a recent mayoral discussion (couldn’t really call it a debate) between Mike Rawlings and David Kunkle at the North Dallas Chamber, Rawlings drew an example that has application to general marketing and networking. The three M’s of successful management of a city (or any business, for that matter) are: Metrics Mirroring Marketing Metrics are

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Responding to the Customer

Over the last few days I have been reminded of a few basic rules regarding responding to a customer. Answer the question clearly and directly. Listen carefully to the response. Continue the dialog if appropriate. Remember IT IS NOT ABOUT YOU (Sorry, don’t mean to shout). When the question is posed carefully consider, but not

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