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Capacity Building
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Business Development & Sales
Advice and tips for anyone serving in a sales, business development, or revenue growth role. Best practices, leadership thoughts, and resource recommendations to help you grow the top line revenue of your organization.
Featured Business Development & Sales Posts
Meeting Summary
Theme: Getting More Referrals – What Actually Works
Getting More Referrals: What Actually Works A Practical Guide for Business Owners Who Want Better Referral Growth Referrals are one of the most powerful ways to grow a business, but…
Recommended Reading
Beat The Odds by Sandy Gennaro
Welcome to Beat the Odds – A Journey from the Stage to the Boardroom What do Cyndi Lauper,…
Reading Summary
Influence: The Psychology of Persuasion
Through detailed analysis and numerous real-world examples, Cialdini identifies six key principles of influence that are universally applicable.…
Recommended Reading
Differentiate or Die
Jack Trout isn’t subtle with the title. And he doesn’t need to be. His point is simple and…
Recommended Reading
Whale Hunting
Tom Searcy’s central argument is simple: instead of chasing dozens of small, transactional deals, you identify and pursue…
Recommended Reading
Retention Point
The Retention Point – Robert Skrob Why this book matters Most businesses think growth is the game. More…
Recommended Reading
The Greatest Salesman In the World
I’ve seen it over and over again with leaders—those who win aren’t always the smartest in the room.…
Recommended Reading
Key Performance Indicators
KPIs are about identifying the vital few—the numbers that directly tie to outcomes. Revenue. Margins. Customer retention. Cash…
Recommended Reading
Kotler on Marketing
Philip Kotler makes a distinction most people miss. Marketing is not advertising. It is not branding. It is…
Recommended Reading
Influence: The Psychology of Persuasion
Influence: The Psychology of Persuasion You don’t read Influence the same way twice. The first time, it feels…
Reading Excerpt
Influence: The Psychology of Persuasion by Robert B. Cialdini
When making a decision, we will less frequently enjoy the luxury of fully considered analysis of the total…
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