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...
A business development plan is a plan of action. It is a written document that explains the goals of your business and how you are going to achieve them. It contains background information such as market research and analysis, but more importantly, it contains the...
I give a lot of seminars on business development; how to get in the door with prospects, how to get better outcomes from prospect meetings, how to overcome objections, how to increase sales with current clients, you get the idea. Whether I have business owners, VP’s...
You helped make Biz Dev Done Right an Amazon BEST SELLER! Thanks for your support! I hope you'll continue to help me share these important insights so that more and more businesses can overcome their sales challenges and generate the revenue they deserve....
Many Business Owners and Salespeople express frustration, when they reach prospects on the phone only to find the conversation cut short by the decision maker’s request, “send me some information.” I’ve heard stories of sellers who hang up and never send the...
Maximizing relationships means you find ways to get new dollars from existing clients. Generally speaking, you want to work to increase your share of sale with your clients that may need more from you. You want to purposefully work toward getting a bigger “piece of...
We can’t control the economic climate we work in, but we can face it and make the most of it. Ten years ago, you could offer to save a company 10 percent on a product or service, and that might have been enough to close the sale. Now, that kind of savings is not worth...
I was recently training a client’s sales team. One seller asked me for ideas on keeping in touch with a prospect AFTER he was told “no”. He had competed for an RFP and was not awarded the business despite developing a great relationship with the prospect. I suggested...
Who likes to work on the weekends? No one does. Who does work on the weekends? Senior level corporate decision makers do. More and more we’re finding the high level execs plugged in on weekends. It’s not just the teenagers who are glued to their devices. I was...
Have you ever waited for a prospect to return your call? And he doesn’t? You call again, you email and still no reply? Argggg! How frustrating! Recently, a prospect asked me for a proposal. We were an exact match for his needs. Shoe in, couldn’t miss. So...
As mentioned in Part 1 of this series, I recently had the privilege of spending time with some high level Fortune 500 corporate prospects. Knowing they hold the key to my clients’ successes, I asked them what they like and don’t like about their interactions with...
I recently had the privilege of spending time with some high level, Fortune 500 corporate prospects. We met at a conference which was designed to help potential suppliers meet and develop new relationships with Decision Makers. The opportunity arose for me to sit with...