One of the first things you learn when you start a consulting business is that different clients have different understandings of the same word. Just think of what you understand under succsess, however you define it, I am sure you can easily find someone who is defining it in a totlay different way. Same word, different mindset, different criteria to evaluate it... So if our client asks for support in being succsessful, our first question will be to define what succsess looks like to him.
The same happens with Sales. We had, first of all, to come up with our own definition of selling in order to have a point of comparison to present to our clients. So here follows our definition and what it means to us:
Paolo Lanciani on Business Development