“Squeeze the Lemon”: Virtual Sales Development Sessions

Join us on Wednesday, October 14, 2020 for “The Top Ten Secrets of Success for Today’s Sales Environment,” a complimentary Virtual Sales Development Session! Learn more and register.   Our series of public virtual sales development sessions has ended. However, if you are interested in discussing ways that we can support you or your team with private training sessions, please … Read More

Sales Leaders: What Should We Be Doing Right Now?

As anyone who oversees a sales team knows, sales leaders have a one-line job description: to maximize the performance and potential of our sales associates. But how do we go about doing this when there’s no business as usual anymore and our salespeople are all working remotely? This is an incredibly challenging time for anyone in sales. As sales leaders, … Read More

Q & A with Lisa: Should I Even Be Prospecting Right Now?

Question: Lisa, since everything is so up in the air right now is it appropriate for me to prospect?  Answer: As you can imagine, this is the number one question I have been getting over the last few weeks from so many salespeople. Everyone is wondering the same thing: “Should I be prospecting during this crazy time?” My answer? It’s … Read More

Join BDU for Free Sales or Sales Leader “Therapy”

UPDATE: BDU’s “Therapy” is now “Sales Success Peer Group”! Learn more and sign up to join us.   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. We’re bringing the sales and sales leadership communities … 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