“We have finally found an outsource Door Opening Service that works!” Jack Daly is a sales and sales management expert who has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide. Click below to hear Jack discuss how the Door...
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...
Did you ever wish you had more compelling language when speaking with prospects? Most companies spend very little time, if any, developing their sales message and making sure it works. You’ve spent time developing your website and brochure; you may even have a trade...
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...
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...
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...
A sales message designed for one situation will not necessarily work well in another. For example, you may have perfected your 30-second elevator speech (or “30-second commercial,” as it’s often called). This works great if you are actually in an elevator and have...
While most of us need a second chance now and then in life, there are rarely second chances in business development. You can’t call a busy vice president or CEO a second time and say, “Hey, our first conversation really didn’t go the way that I wanted it to. Can we...
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...
What’s better, consultative or transactional selling? It depends on the situation and the company’s goals. The problem comes when you need one approach and miss sales because you have the other. As an example, a seller can sell one item to one decision maker OR sell...
For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...
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...