On Wednesday, June 10th, BDU’s CEO Lisa Peskin had the opportunity to be a guest on “The Expert Channel,” where she and host Phyllis Smith discussed sales, adjusting to doing business in a virtual environment and how to handle the unique challenges salespeople have been facing over the past few months. Did you miss Lisa’s interview live? Listen now! About … Read More
Download BDU’s Free #SqueezeTheLemon Coloring Page!
You might not know this but our Chief Administrative Officer, Rachel Acquaviva, is an extremely talented artist and illustrator. For years, we’ve been enjoying the whimsical work she shares on her Instagram, @FollowThatVegan, and recently asked her to put together something special that we could share with our network. Click here to download and start coloring In these times, it’s … Read More
Come Join Us for BDU’s “Sales Success Peer Group”!
REGISTER NOW Starting in January 2022, we will be changing the frequency of our peer group sessions from monthly to quarterly so that we can continue to provide other offerings to our BDU network that will be instrumental in driving sales in the new year (and beyond). These will continue to be a time to support one another, to network … Read More
“Squeeze the Lemon”: Virtual Sales Development Sessions
Our series of virtual sales development sessions has ended. However, please visit our Eventbrite page to view our other upcoming webinars and events. If you are interested in discussing ways that we can support you or your team with private training sessions, please contact us to learn more. As salespeople, it’s clear that the way we used to do business … 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
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
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
3 Tips for Driving Leads from Customer Service to Sales
Drive more leads from your customer service staff to your sales team with these three tips from BDU!
How to Maximize Client Relationships and Opportunities This Summer
We’ve mentioned before that business activity shouldn’t stop just because it’s summertime. Not only are these warmer, more laid-back months a wonderful time to network and create new relationships, but summer can also provide the perfect chance to check in with your current clients and work on building existing relationships. As we approach the month of July – and with … Read More
The Six Key Components of a Successful Prospecting Call
Phone prospecting is difficult. It’s hard to get a person on the line, and when you finally do reach someone you want to make sure you’re doing all you can during the call to achieve your ultimate goal: setting an appointment. It’s not easy, which is why we’ve outlined six key components of successful prospecting calls to help you plan … Read More
8 Easy Tips for Improving Your Close Ratio
Sell more prospects and increase your close ratio with these 8 easy tips from BDU!
Local CEOs Rank “Improving Sales Performance” as a Top Ten Priority This Year
CEO Think Tank once again published the findings of their annual growth strategies survey. This year’s results found that out of the top twenty priorities for CEOs in and around the Greater Philadelphia area, improving sales performance came in at #6. It’s not surprising at all. At BDU, we hear over and over again from CEOs, business owners and sales … Read More
The ONE Key Step Your Prospecting Meetings Should Always Include
Appointments with prospects can be stressful. There’s a lot of ground to cover, and you have an idea of what you want to discuss and what you’re hoping to get out of the meeting. However, they don’t always end up going the way you envision. It’s easy to get off track, and sometimes when you reach the end of the … Read More
The Best Sales Methodology Out There: Be the Person You’d Want to Work With
There are many different sales methodologies out there, and if you’ve ever purchased something you’ve probably come across a variety. You’ve most likely experienced quite a few that were manipulative, pushy and a complete turn off. Instead of going through with the sale, you probably walked away vowing never to come back or work with that sales person again. It … Read More
Lisa’s Number One Secret for Upselling and Cross-Selling
We’ve said it numerous times before; we all know that it’s easier to keep an existing client or customer than to go out and find brand new business. If you can upsell or cross-sell to your current client base, that’s even better. How do you go about getting more business out of an existing client? Lisa’s number one secret for … Read More
Stop Selling and Start Helping: Three Tips from BDU
Want to finally stop “selling” and start “helping” your prospects and clients? Try these three tips from BDU to change how you position yourself and your product or service.
5 Tips for Turning Happy Clients into Your Best Referral Sources
There are many reasons that your happy clients or customers can be some of your best sources for referrals. They know – and love – you and your company, and they can speak to the many ways in which you’ve helped them with your product or service. Since they’re thrilled with what you’ve provided, it’s easy for them to think … Read More
Meet Siddique: Conversation with CEO and Coach Lisa Peskin
BDU’s CEO Lisa Peskin had the recent opportunity to discuss her sales and business development advice with Muhammad Siddique, host of a web series that features industry professionals and business owners sharing tips and strategies for success. They talked about what inspired Lisa to build her business, her top three business growth success secrets and more. Watch Lisa’s interview now! Want Lisa … Read More
Sales Managers: BDU’s Top Five Tips for 2019
Manage a sales team? Try these five tips from BDU to help your sales people meet – and exceed – their 2019 goals.
Too “Sales-y?” Make a Personal Connection
People work with people they like. If you’re a sales person who is too “sales-y,” it’s going to be difficult to get ahead. At the end of the day, no one likes to be sold anything. They want to make a real connection with a real person, not a pushy sales person. BDU’s CEO Lisa Peskin has had a flourishing … Read More
That Sales Show: Lisa Peskin on RVN TV
BDU’s CEO Lisa Peskin recently sat down with Donna Valente, Executive Consultant and Sales Coach for BDU and host of “That Sales Show,” a weekly live segment featured on RVN TV. Lisa and Donna talked about what makes a sales team successful and how best to manage and coach even the most seasoned sales people. They also discussed the tools necessary … Read More
Meet Siddique: Conversation with BDU’s Speaker and Coach Tom Gill
BDU’s Sr. Sales Strategist and Trainer Tom Gill is a skilled speaker and coach with years of experience helping clients increase their top line. Recently, Tom had the opportunity to speak with Muhammad Siddique about how he landed in his role as a coach and facilitator, as well as his top three success secrets for building business. They also discussed … Read More
BDU’s Thirteen Practical Tips for Prospecting
Do you have a strong network of referral sources and COIs introducing you to good, qualified prospects? Do you have a long list of potential clients or customers you’re planning to contact? This is a great start, but these referrals or contacts are not valuable until you convert them to net new appointments. Having difficulty with getting your foot in … Read More