I was taught at a young age that knowing where you were going before you set off for an adventure was the best way to succeed.  I know many people that have the attitude – “just take off and see where this takes me.”  Some get great results, but many fail.  In today’s competitive World, taking […]

The science of business development has truly got more sophisticated, as buyers also get sophisticated in the way they purchase services and products.  Let’s stop and review that last statement.  I hear it all the time with sales folks, and yes, if you listen to my Business Class News show you will hear me say […]

Every business needs to succeed in all areas, not just in execution , operations or sales but a rounded, well oiled machine.  I have worked with many companies as clients, and the objective in my field of experience is performance and generally speaking in revenue generation.   Performance has many meanings, and the common thread is […]

The other day, I was talking with a Senior Executive of a Bio-Tech company and I asked him what they saw as the fastest growing trend in business.    Without hesitation he said channel sales.  He then went on to say that business models were changing and the revenue pipeline for many tech companies, including bio-tech now include […]