by Ralph Kison | Sep 24, 2026 | Business Development and Sales, Personal Branding
For many professionals, the words sales and business development create an almost immediate sense of discomfort. What I’ve heard from “professionals” such as engineers, architects, accountants, and other technical professionals, and even from those running companies,...
by Jeret Unger | Aug 31, 2026 | Business Development and Sales
It was my third week of waking up feverish, heavy headed, out of breath, exhausted. Originally the doctors thought I had pneumonia, but after further observation it was determined that my immune system was overreacting to tree pollen. I was put on powerful steroids...
by Jeret Unger | Jul 31, 2026 | Business Development and Sales
I have a strong dislike for prospecting. I’ve never enjoyed it, but there was a time in my career when my job depended on me cold calling. For a young man raised in a pacifist community, I felt like an invasive intruder making uninvited calls to people who could be...
by Jeret Unger | Jun 30, 2026 | Business Development and Sales
I was in my client’s boardroom, walking him through a three-part proposal with leadership coaching, personnel assessments, and business development training. He’s a straight shooter and believes in the commitment of a handshake. When he says he’s going to do...
by Jeret Unger | Jun 18, 2026 | Business Development and Sales
“Everyone’s favourite radio station is WIIFM”. I don’t know where that saying originated, but it’s true in most human interactions. The acronym stands for: “What’s in it for me?” If we’ve done our job well as business development professionals in uncovering our...
by Jeret Unger | Jun 10, 2026 | Business Development and Sales
The most seasoned sales experts often miss this critical step in the sales process: conducting a deep and thorough discovery before jumping ahead to seal the deal. It uncovers exponential revenue opportunities that lie beneath the surface, key selling factors...
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