We recognize that we are living in an uncertain time right now. As a sales or sales leadership professional, you may be thinking about what to do next. At BDU, we want to help. For four weeks starting Friday, 3/27, we’re bringing the sales and sales leadership communities together for weekly “therapy” sessions to discuss strategy and offer support. Join … Read More
It’s Time to Establish a New Game Plan
By Lisa Peskin, CEO In the midst of this current uncertainty, it’s time to re-evaluate our efforts. We are in the middle of a scary, uncharted time right now. There is no more “business as usual,” yet our quotas are not going away and we are still expected to make sales. So, what should we be doing to continue to … Read More
Need to Fill Your Pipeline? Try Resurrecting Old Opportunities!
Keeping your pipeline filled with good, qualified prospects takes time and effort. Instead of spending all your energy prospecting for brand new business and trying to forge new relationships, try reaching out and reconnecting with past opportunities! We’ve all had clients, prospects and Centers of Influence (COIs) with whom we’ve fallen out of contact. Instead of just letting those relationships … Read More
Sales Strategy: Try Name Dropping
In sales, you cannot underestimate the impact that name dropping can have on your sales success. Mention some clients you’re helping when you speak with a prospect. Suddenly they can visualize how you’ll be able to assist them in the same way. Talk with your Centers of Influence (COIs) about your past clients’ successes; they’ll immediately understand the value of … Read More
Why Confidence is Key w/BDU’s Chris Miller
“Without confidence, you very well may struggle in sales.” – Christine Miller, BDU Sales Trainer and Coach, New England Region Confidence is integral to your success as a sales person. You need to be confident in order to tackle all aspects of sales, from networking and prospecting to going for the close. In this video, Chris explains what confidence really … Read More
Sales Success: Do You Know Your Competition?
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