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business development
Making the transition from FIELD SALES to Work At Home Inside Sales
So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...
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New Year New Focus_Sales Skills Building
What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “Session Notes” pile. It’s the colorful print outs of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua (I love my colored...
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Inspiration to UP your Sales Referral Game
Sometimes hard problems CAN have easy answers. Well, “simple” perhaps, because it requires effort and work. Sometimes, as an Account Executive or Business Development Rep, the grind of prospecting and pipelining new opportunities made me feel like Fred Baker from those old Dunkin’ Donuts commercials where he zombies about saying, “Time to make the donuts.”...
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Give your customers a Sneak Peek of YOU (Video)
It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get a response. Since then, the average has been more like 8 to 12 but hold on to your lunch . . . According to the Sales Development Technology Report by...
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Can you score sales on defense
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last year. Several of the team members were new (6 months in), and the others . . . well, they’re struggling. The one Account Executive that made quota has been there...
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What does EXCELLENT Business Development Look Like
What does “Excellent” really look like in today’s Business Development efforts? When talking business development with new sales reps or sellers ramping up their efforts with new Biz Dev commitment, they are often stunned when I share with them the number of touches it might take to reach and compel a prospect to take a...
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Sales Stats to focus on for 2018
Looking forward to the New Year, I’m thinking about the most important areas to focus on for my clients’ sales teams. Prospecting is always tough, closing is a priority, new business development is critical . . . What’s your data telling you to focus on? If you’re looking for specific places to focus on development,...
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Improve Your Business Development Results with Micro Sales Campaigns
Being an account manager, or a business owner, for that matter, is like being a master juggler – up in the air on any given day are dozens of details on a to-do list that spans customer calls, billing, paperwork, dozens of emails, and meetings, meetings, meetings. It’s hard to fit business development into those...
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Are You Chasing Sales Unicorns? (It's not WHAT you sell, but HOW you sell)
What thoughts go through your head when you call someone and don’t get a call back? How do you feel when you get no response to an email you sent a prospect? Sellers tell me that the biggest frustration and source of pain in their job is feeling like they’re being ignored by potential customers....
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At a friend’s recommendation, this weekend I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift to take business and life wisdom...
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