We’ve all been there with an initially warm prospect that’s suddenly gone cold. You’re trying to close the sale and they’re just not moving forward. Maybe they’ve stopped returning your calls or emails, or they’re responding with some strong pushback. When you need to re-engage your unresponsive prospects, there are several things you can do to move things forward. How … Read More

Being in sales can often feel scary as we put ourselves out there and face rejection, but with these three sales tips you can calm those fears and achieve success. Your year-end sales success starts NOW, around Halloween, but it doesn’t need to be scary. Now that we’re well into the last quarter of the year, it can feel overwhelming … Read More

Most sales professionals understand that networking is a key component to business success. Perhaps you’ve attended a handful of networking events but haven’t gotten much out of them. At Business Development University, helping you take things to the next level is what we do…here are some key tips for attracting influencers. Networking is so much more than just showing up … Read More

How do you go from good salesperson to great salesperson? Whether you’re a salesperson or a sales leader, it’s important to identify triage areas so you can focus on the gap and make the necessary tweaks to boost performance and potential. You’ve likely heard us talk about BDU’s triage philosophy of identifying the top three areas that, if improved upon, … Read More

As a sales manager or leader, you have a one-line job description: to make your sales team as successful as possible. In order to be a great leader, you first need to build trust within your team. Then, you’ll need to figure out what needs to be done to maximize everyone’s performance and potential. From our years of experience working … Read More

In 2020, the pandemic brought with it the drastic shift away from in-person meetings and suddenly everyone was on Zoom. This meeting platform that most of us had never used before was becoming our virtual office space. Now, many of us are returning to in-person meetings after two years of virtual chats and “Zoom fatigue.” However, we can’t discount the … Read More

Want to improve your close ratio? Always set the next step at the current step when it comes time to go for the close! It’s common during the sales process for a prospect to go dark once they’ve received a quote or proposal from you, and you may find it difficult to reconnect with them once they’ve gotten all the … Read More

In sales, you know the importance of paying close attention to your clients or prospects. During a meeting, you’re not only listening to what they are saying but also of picking up on their nonverbal cues as well. You’re paying attention to their facial expressions and body language, as well as how they’re listening to what you’re saying and their … Read More

It can happen at various points throughout the sales process:  you’ll be presented with some sort of an objection. How do you confidently handle objections and navigate pushback from your prospective clients in order to land the sale or opportunity? We’ve added this post to include a few tips for overcoming objections and putting prospects at ease. This is a … Read More

By now, you probably have heard all about BDU’s philosophy of “squeezing the lemon” to get the most juice out of everything you do each and every day. To fully “squeeze the lemon” and be more productive, it’s important to also think about what more you could be accomplishing throughout your day. How can you maximize every moment, and especially … Read More

BDU’s CEO Lisa Peskin was honored to facilitate the Alliance of Women Entrepreneurs’ September Founder’s Roundtable. Current and prospective AWE founder members joined Lisa for a discussion on the topic, “How to Get in Front of Prospective Clients / Reaching Top Level People.” Getting in front of decision makers can be a challenge, so there are some key things to remember … Read More

The people you meet with on a regular basis typically fall into one of three different categories: your prospects, your clients, and your centers of influence (COIs). There are a variety of different outcomes you can aim to achieve depending on the type of contact you’re meeting with, as well as your initial agenda, so it’s important that you determine … Read More

On Friday, April 1st we held our quarterly Sales Success Peer Group, where we once again came together to share tips, strategies and motivation for sales success. The topic of conversation for this quarter’s meeting was all about the top three things that all salespeople need to do right now in order to maximize their performance and potential in quarter … Read More

Are you doing all you can to really train, inspire and motivate your sales associates to be the very best that they can be? If you haven’t held one recently, it’s time to re-energize your direct reports and plan a Sales Kick Off! When is the last time you were able to get your entire sales force together for a … Read More

Whether you’re an individual contributor or a leader, sales success ultimately comes down to just three types of key activities and three types of key results. Over the years, Lisa and our coaches have worked with hundreds of companies to help them maximize their sales performance and potential. We’ve noticed that every organization has their own set of metrics or … Read More

As salespeople in a competitive selling environment, we always need to make sure that we can differentiate ourselves from our competition. Often buyers will indicate that they’ll be basing their decision solely on pricing, but we may not always have the least expensive option to offer. It’s important to remember that there is one thing that no other company or … Read More

One of the most important keys to being successful in sales is to fill the sales pipeline with qualified prospects on a consistent basis. However, sales professionals often mistake suspects for prospects. By doing so, they get a false sense of the true value of their prospective business and end up ultimately forecasting business that is not yet properly qualified. … Read More

We work with a variety of clients, both selling and non-selling professionals, but the one common challenge we hear more than anything is that they all have difficulty with prospecting and getting net new appointments. How do we help? We take a look at two key things: What is their game plan? Do they have a methodical approach outlined, including … Read More

As we’re into the fourth quarter of the year, it’s time to kick our sales efforts into high gear. Here are six AUTUMN-inspired tips you can apply right now to help you not only meet but exceed your year-end goals and set yourself up for success in the new year ahead! A = ASSESS Now more than ever, it’s important … Read More