Empower yourself with proven strategies that educate and motivate. Better Way Sales Strategies welcomes you to browse through our Thought Leadership library. Learn from Peter Bourke and his decades of sales, management, and executive experience.
Why Play if You Won’t Win?
I was coaching a team at Andersen Consulting several years ago that was sent a “blind” RFP from one of the largest Consumer Packaged Goods companies in the world. This was likely a $60M + opportunity and the pursuit team was intent on bidding for the work.
Client Segmentation – How to Get Started
A proactive, well-defined, and well-communicated client segmentation strategy that gives the organization the guard rails that dictate the organizational behavior in selling and serving clients accordingly. Some key steps in the process.
The Transformation of Accenture through Client Segmentation
In the mid-1990’s when I was responsible for worldwide business development at Andersen Consulting (now Accenture) we found that client segmentation was arguably the biggest challenge we faced. How did we know? As part of our transformation process we discovered the following symptoms.
All Clients and Prospects are Not Created Equal
Having worked with no fewer than 12 of the most well known professional services firms in this industry, both large and small, we’ve had a unique opportunity to see the good, the bad and the ugly when it comes to business development and selling effectiveness within these firms.
Practical Keys to Gaining Influence
Here’s some food for thought on this topic taken from the original Complex Sale book, “Hope is Not a Strategy”: Not all votes are equal in a complex sale. Identify power holders early and immediately begin building influence with them. People can be influenced to do what you want if you can show them how […]