#business development, managing your people, not the funnel

Stop managing your pipeline and start managing your people

Andrew Adams talks about “… most companies spend[ing] too much time, money and energy on measuring and managing the pipeline rather than managing and improving the quality of leads that go into – and ultimately come out of – the pipeline” – a really valid point.

Having also making the point that “… the pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made” it is always interesting to understand where a business places focus.

The full #typed note is here . . .

#business development, do this before pitching

Exercise your voice before you pitch

A while ago, well at the end of 2011, I wrote a #typed note about an app I found to help you prepare for pitching by ensuring your voice intonation (pitch) and speed (be it slow or fast) so these could be monitored as part of your own voice training.  The app, from Vocalytics co-founder Benoit Curdy, is now defunct.

Speech-language pathologist and University of Pittsburgh professor Jackie Gartner-Schmidt now explains that ensuring your voice isn’t thin and shaky voice is key as you come to present and to avoid this, suggests doing this easy exercise (which she calls one of her favourites)..

The full #typed note is here . . .