You already know that you are not going to win the sale every time. You can, however, do everything you can to give yourself the best odds of winning the business. This includes identifying your competition. If you don’t know who you are going up against, you have no way of figuring out how to position yourself properly against them. … Read More
Why You Should Keep an Objection-Handling Diary
By Jackie Cumo, Sales Consultant Keeping a log of the most frequent client and prospect objections you hear will help you have great responses at the ready. If you’re like me, you sometimes find yourself coming up with the best responses to an objection after you’ve already left the meeting. I’ve often found myself in the parking lot or on … Read More
Multi-Touch Approach for Prospecting Success
Is it better to contact 100 prospects one time each or ten prospects ten times each? Setting appointments today is very different than prospecting in the past. Gone are the days of picking up the phone and getting the decision-makers on the line. Today, very few people answer their phones; it’s getting harder and harder to get in touch with … Read More
Triage for Next Level Performance: Lisa’s Presentation for My Career Transitions
BDU’s triage approach – determining which three areas, if improved upon, will have the biggest impact on performance – is not just for people who are in a sales career. Triaging your efforts is for everyone, and everyone is selling something in one form or another. In October, Lisa had the opportunity to talk about BDU’s triage approach with a … Read More
BDU Welcomes Three New Team Members
Business Development University is thrilled to announce the addition of our three newest team members! Janet Nankin, Managing Director, Southeast Region Janet spearheads BDU’s expansion to the southeast region, bringing a solid history of achievement in financial sales and entrepreneurship to help elevate the business environment in South Florida. Lisa Peskin, CEO and Founder of BDU, is so excited … Read More
Stop Wasting Time! Three Easy Strategies for Better Time Management
Did you know that the average person wastes about two and a half hours every day? If you take a five-day work week and add it up, this totals 650 hours of wasted time annually. If you divide that by 8-hour work days, you’re wasting around 81 days – or nearly 12 full weeks – every single year. Think of … Read More
AWE’s September Roundtable: Getting in Front of Decision-Makers
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.” Not in attendance? Here are some key takeaways: Not everything will work for everybody, and not everything … Read More
Dear BDU: Lisa’s Guest Columns for Philadelphia Business Journal Online
Did you know that BDU’s CEO Lisa Peskin has answered some pressing sales and business questions as a guest columnist for the Philadelphia Business Journal’s online magazine? In these “Dear BDU” posts, Lisa gave advice on getting the most from your sales team, how to best handle the pressure of a sales career and more. Check them out now! Help! … Read More
Every Result Needs an Activity, and Every Activity Needs a Result
You know that there are certain business development and sales activities you should be performing, but do you know why? Have you set clearly defined goals for the results you wish to achieve by doing everything you do? It’s so important to be purposeful in your activities so you know why you’re doing them. On the flip side, if you … Read More
Meeting Seating: Does Where You Sit Make a Difference?
When meeting with clients and prospects, you know the importance of setting an agenda, effectively navigating negotiations and being prepared to handle objections. However, have you also considered where you’re going to sit when you enter the room? Where you – and others – are seated can be just as important to a meeting as what you say and how … Read More