Why spend the last two weeks of December cleaning your office when you could be filling next year’s pipeline with new business? Most business leaders and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting...
Even with a team of rock star sellers, it can be very tricky to figure out the exact recipe for business development that works for your company. The world seems to offer every kind of business development program imaginable – email marketing without calls, email...
This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks which is crucial for getting...
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...
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 decision...
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 pointing...
In the ever-evolving landscape of sales, where old strategies falter and new approaches emerge, one thing is clear: the game has changed. The dynamics of prospect relationships, buyer behavior, and information gathering have shifted fundamentally, posing a crucial...
April marks the anniversary of my dad’s passing. I think often about the ways he influenced me over the years. He owned his own business and was in sales for most of his entire career. One of my favorite stories about him takes place early in his career when he was...
Many make personal resolutions to ring in the New Year. But have you considered making a professional resolution as well? Each year business leaders and upper management set annual goals that often include things like 'grow top-line revenue' or 'meet more prospects'...
If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most of the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that...
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...
The biggest sales challenge companies now face Most companies face a consistent challenge when it comes to sales. Those responsible for business development either don’t have the skills to get in with the right decision makers or their time is better spent on closing...