Nature versus nurture – it’s an age old debate about why we are the way we are. Which qualities are we born with, and which come out of our experiences over time? And how does this apply to business? Our innate instinct as business development professionals is to “close the deal,” as often and as quickly as possible. However, we can become considerably more effective if we employ a little nurturing. Read More
Over the course of the coming months, I’ll be blogging about all things related to lead generation and competitive intelligence and more particularly how they play a critical role in business and economic development. When explaining the value of lead generation to potential clients (or to the unlucky sucker next to me in an airplane), I’ll ask, “As a Sales Exec what would be your preference: a) to have your sales team talking to a pre-qualified and captive audience; or b) to have your sales team looking for a qualified and captive audience?” The answer is easy: we all want the distance travelled from prospect to signed client to be as short and cost efficient as possible.
That’s where my company and my passion fit in: that space between knowing in theory who your target audience is and identifying immediate viable business development opportunities.
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