Stephanie Stoll, on October 11, 2023
As a sales manager, you are faced with competing priorities and objectives that you would like to emphasize with your team.
Successful sales managers are aware that business development is a key ingredient to account and organizational growth and should prioritize it with their account executives. There are some key factors on why you should make business development front and center, and then there is the how. Let’s take a look at both.
Elissa Nauful, on October 5, 2023
Business development (BD) is the process of identifying, qualifying, and developing potential new customers.
It is a critical part of any sales team's strategy, as it helps to ensure that there is a steady pipeline of leads to nurture and convert into paying customers.
There are a number of different business development tactics that sales teams can use, depending on their industry, target market, and sales process. Here are some of the most common and effective tactics.
Elissa Nauful, on September 25, 2023
LinkedIn defines business development as "the process of identifying and pursuing new opportunities to grow a business."
Business development is essential for sales teams, as it helps to generate new leads, build relationships with potential customers, and close more deals.
The Center for Sales Strategy, on September 7, 2023
In this fast-paced environment. distractions are inevitable. Emails pile up, urgent issues arise, and salespeople often find themselves pulled in multiple directions at once. It's easy to let these distractions derail us from our most important sales activities - developing new high-potential accounts.
Many refer to these distractions "the rats in our heads." They gnaw at us constantly, invading our mental space and eating up valuable time we should spend on productive business development. The "rats" can be loud and frenzied, making it hard to stay focused.
But we can regain control. Here are some strategies to share with your sales teams to keep the rats at bay.
Jim Hopes, on June 9, 2022
Research with our client base, practical experience, and many years of consulting sales organizations of all sizes makes one thing abundantly clear: the biggest single problem salespeople experience in securing high-value appointments with key decision-makers. If you agree, keep reading.
Over the years, I have written nearly 100 sales meeting kits for managers, and more than 20 of them deal with some aspect of securing a quality appointment.Today's technology not only allows prospects to delete your voicemail messages and zap your emails, but Internet access is also allowing customers to gather most of the information they need about your product, how it works, and how your clients feel about it.
Imagine this.
You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas.
The time comes to get estimates and timelines from contractors. You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You understand that there will be a payment due upfront, and you agree to those terms.
The work finally starts, and surprise, there are costs that should have been included in the estimate that wasn’t. You feel trapped and frustrated.
Susan McCullin, on March 22, 2022
Every organization wants to grow on some level – whether it’s more clients/customers, higher revenue, more locations, more product lines, etc.
There’s no one way to grow a business, but there are plenty of reasons it stops growing or slows down.
Here are some of the reasons companies stop growing.
Amanda Meade, on March 16, 2022
Each week, more Americans listen to podcasts than have Netflix accounts.
Since it began in the early 2000s, podcasting has grown drastically and steadily. Just from 2018 to 2021, podcast listeners have increased by 29.5%.
Thus far in 2022, 51% of the population has listened to a podcast, with over one-third of Americans listening to podcasts regularly.
With a variety of business-related podcasts available, how do you choose which to listen to first?
The Center for Sales Strategy, on February 24, 2022
The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built.
They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.
The Center for Sales Strategy, on February 15, 2022
Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.
Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.
The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.
