As the end of the year approaches, many sales professionals start to wind down. But top performers know the truth: December is one of the most important months of the year. Not only is it your final chance to impact your current numbers but it’s also the moment where you set the tone for the new year. If you want … Read More
Understanding Prospect Needs: How to Be Comprehensive and Find More Ways to Help
In sales, it’s often easy to focus on just one need a prospect mentions and miss others that could make an even bigger impact. Maybe a prospect says they’re struggling with their payroll system, so we jump straight into talking about just that one service we offer. Or they come to us for a specific training program, and we dive … Read More
From Cold Calling to Warm Referrals: Referral Prospecting Strategies That Multiply Your Results
If you’ve ever been fishing with a rod, you know how it works. One hook, one line, one fish at a time. Now imagine throwing out a giant net instead. You catch an entire school of fish at once! That’s the difference between cold calling individual prospects and building strategic alliances that create warm introductions on your behalf. One’s a … Read More
How to Land Big Accounts in Sales: Closing Heavy Hitters
At Business Development University (BDU), we often hear salespeople share the same struggle: they’re working hard, filling their pipeline and closing deals, yet still falling short of their numbers. Why? They’re spending too much time chasing small, low-value accounts that won’t have a meaningful impact on their results. BDU’s CEO Lisa Peskin knows this challenge very well. Early in her … Read More
How to Be Persistent in Sales Without Being Pushy: Mastering the Line in the Sand
Every sales professional — and many non-selling professionals who still need to develop business — know there’s an invisible “line in the sand.” On one side, you’re a confident, professional salesperson. But cross it and suddenly you’re the stereotypical pushy “used car salesman” type that no one wants to deal with. For many, the fear of stepping over that line … Read More
Sales Management Best Practices: The 5 Rights of Sales Leadership
If you lead a sales team, you know the pressure is real to drive revenue, motivate the team, hit targets and keep everything aligned with company growth. But great leadership doesn’t need to be complicated and there are some sales management best practices that are easy to implement. In fact, some of the best-performing teams follow one clear and simple … Read More
Why Salespeople Quit (and How to Keep Your Best Performers)
If you manage a sales team, chances are you’ve probably seen quite a bit of turnover throughout the years. Some turnover is to be expected but often you lose top performers who are critical to your team’s success. It’s important to ask yourself some questions: Why are my salespeople quitting? What can I do as a sales leader to reduce … Read More
How Customer Service Supports Sales: Driving Revenue from Your Frontline Team
In many companies, it’s never thought about how customer service supports sales. They are viewed mainly as a reactive department—put out the fires, keep customers satisfied and move on. However, what if your service team could do more than just resolve issues? What if they could actually help to drive revenue? The most customer-facing professionals in your company interact with … Read More
How to Boost Close Ratios in Sales: Stop Sending Out Proposals!
If you’re looking for one of the biggest ways to grow your sales, it’s right in front of you: your close ratio. Your close ratio is the percentage of quotes and proposals that actually turn into sales. It’s calculated by dividing the number of closed deals by the total number of proposals sent. For most B2B companies, the average close … Read More
The White Space Matrix: How to Unlock Untapped Client Revenue
If you’re like many salespeople – and companies – your clients may only be using one or two of your products or services even though you offer so much more. The problem? They don’t know about everything you have, and often you or your team isn’t asking them what they need. That’s where the white space matrix comes in. … Read More
The Smartest Way to Boost Revenue: Maximize Your Share of the Wallet
One of the most overlooked (but most powerful) ways to grow your revenue is sitting right in front of you: increasing your share of the wallet from your existing clients. It’s easier — and faster — to grow your revenue by getting more business from the clients you already have than it is to chase down brand-new ones. But are … Read More
Spring Cleaning Sales: 10 Easy Ways to Refresh, Refocus and Reignite Your Results
Spring is in the air and it’s the perfect time to do a little cleaning, and not just around your house – try spring cleaning sales! Spring cleaning sales is all about evaluating what’s working and what’s not, and refreshing your goals and strategies so you can set yourself up for continued success in the months ahead. Much like clearing … Read More
Mastering Sales Triage: A Sales Leader’s Guide to Boosting Team Performance
Sales triage focuses on the top three areas that, if improved upon, will have the biggest impact on performance. Here’s why performing a sales triage analysis on your direct reports, and your sales team as a whole, is critical in helping them to not only meet but exceed their goals. As a sales leader, your job can be summed up … Read More
Embracing Kaizen in the New Year: Continuous Improvement in Sales
As we begin a brand-new year, it’s the perfect opportunity to reflect on the year that’s passed, reassess our strategies and set ourselves up for even greater success. At Business Development University (BDU), we believe in the power of Kaizen, a Japanese philosophy centered on continuous improvement. By embracing Kaizen and consistently reevaluating what’s working and what isn’t, we can … Read More
Lisa Peskin’s Sales Secrets: Highlights from “Leadership with Darrell W. Gunter” Interview
Salespeople and sales managers, you’re going to want to hear what Lisa had to say – find out her sales secrets now! In a recent interview with Darrell W. Gunter from Seton Hall University, BDU’s CEO Lisa Peskin shared game-changing sales secrets from her decades of experience. Whether you’re managing a team or looking to achieve your own sales goals, … Read More
Why Sales Training Matters: Boosting Results for Your Team
In today’s business world, effective sales training isn’t just a bonus for your sales team – it’s a must-have. Frequent, high-quality sales training helps your team stay motivated, sharp and ready to tackle every challenge. If you’re a sales leader, can you recall the last time you helped your salespeople “sharpen the saw” and provided growth opportunities for them? If … Read More
Sales Stories and Lessons Learned: Insights from Lisa Peskin’s Interview on the Sales Pro Network
Everyone in sales has a story, but BDU’s CEO Lisa Peskin has a collection of stories that are as inspiring as they are game-changing! In a recent interview with Jeff Goldberg on the Sales Pro Network, Lisa didn’t just share advice. Instead, she dove into the real-world experiences and hard-earned lessons that have shaped both her own career and her … Read More
You Can’t “Cookie Cutter” Sales: Why There’s No One-Size-Fits-All Approach to Success
Let’s face it – there’s no magic formula for success and you can’t “cookie cutter” sales. What works for one person might not work for someone else, and something that worked great for someone today might not work for that same person tomorrow. Whether you’re in sales or sales leadership, or have another role, success is all about finding what … Read More
How to Achieve Sales Success: Watch Lisa Peskin’s Interview on Giant TV
Are you a salesperson struggling to hit your own targets or a sales leader looking to boost your team’s performance? In this interview on Giant TV, BDU’s CEO Lisa Peskin shares game-changing insights on how to achieve sales success. Hosted by Paul Hitchcock, the conversation takes a deep dive into proven strategies that help sales professionals and teams consistently deliver … Read More
Sales Team Performance: What Yard Line Are Your Salespeople On?
Sales team performance isn’t always about instant results. Sometimes your salespeople might not seem successful, but they’re closer to a breakthrough than you realize. Think of each team member as a football player on the field, each positioned at different yard lines. Some are stuck in their own zone, struggling to gain momentum, while others are on the 20-yard line, … Read More
What is a Sales Kickoff? The Purpose and Power of Kickoff Meetings
Imagine a room filled with enthusiastic sales reps, eager to tackle the upcoming year with fresh strategies and a renewed sense of purpose. Welcome to the sales kickoff meeting! But what exactly is a sales kickoff, and why is it so crucial for sales teams? What Does Kickoff Mean in Business and Sales? In the business world, a kickoff marks … Read More
From Good to Great: Coaching a Sales Team to Excellence
In today’s competitive business landscape, having a high-performing sales team is not just an advantage—it’s a necessity. However, even the most talented sales reps can stall without the right guidance. This is where expert coaching comes into play, transforming good sales teams into great ones. But what is the secret to coaching a successful sales team? Keep reading to discover … Read More