Next time you’re in a room full of business owners, try asking ten of them to define business development. Chances are, you’ll get ten different answers. Some might use the term interchangeably with “marketing,” while others think of business development as whatever...
Picture this: you’re meeting with your dream prospect. It’s the meeting which took months to land, the one which could lead you to make your challenging sales goals this year. As the conversation progresses and the prospect shares more about what he needs, you start...
In the past, I’ve written about how to leave a prospect a six-sentence voicemail which makes an impact. But what do you say when you get someone live on the phone? You can’t stuff a six-sentence voicemail into a conversation and expect it to work. And, you won’t get a...
Too often salespeople skip relationship building to try to close deals faster. In doing so they risk losing sales to competitors willing to put in the time to create relationships. Before blaming sellers for sloppy salesmanship, look at management to see if anything...
The perfect pipeline includes a consistent incoming flow of new prospect relationships with the exact right decision makers. Most business leaders and sellers say they can close sales most the time when they are in front of the right prospects. The problem is they...
Executive decision makers have until year end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to management....
Did this ever happen to you or someone you know? Great care was taken to hire a seller to land new clients. There was even a plan for spending the surplus cash from the new customers the seller would bring in! Then, the desired results didn’t happen. Finger...
For the second year in a row, I am proud and honored to be included among the community of high-growth companies, but I’m mostly proud of the growth we’ve contributed to our clients’ businesses. We grew this company because we are a team of high level, strategic...
Recently, an attendee on my Biz Dev Done Right webinar asked the following question: “Despite trying different direct messaging techniques including phone calls, emails, LinkedIn messages and warm introductions through employees of the target company, one...
One of the limitations of LinkedIn introductions is that you are at the mercy of the person doing the introducing. You have no control over how quickly your contact introduces you and you have no control over when you receive a response. To avoid what can feel like...
It’s no secret that buyer behavior has changed with the ease of information access we all enjoy through the internet. With a click of the mouse, we can get what we need to evaluate new products and services. There’s no doubt that shifting some dollars to digital...
Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-conference oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the story below. Then, vow to...