Here’s a graph of what happens when you heat ice. At first it’s all fine. You heat it up, and the temperature rises, as shown on the graph, A to B. Then it goes through a phase change. You keep on… Read More ›
Growth and sales
Engaging people in growing the business, Business Development, the Sales Process, Sales Methodologies and frameworks.
As it becomes harder to get new business, professional services companies need to engage all of their technical consultants in the sales process. Some technical people take readily to the idea. Others raise logical and considered objections. Here are some… Read More ›