Motivating a sales team is one of the hardest parts of being a sales leader. You can have the right people, a solid strategy and clear goals, but getting your team to consistently go above and beyond can be a challenge. That’s where well-designed sales contests can make a real difference. At BDU, we’ve seen that thoughtfully planned and executed … Read More
Why Sales Deals Are Lost: What Your Opportunities Can Teach You
In sales, we tend to focus on the deals we win. They not only validate all our efforts but move our numbers in the right direction. However, if we really want to grow as sales professionals, it’s just as important to understand why sales deals are lost as it is to understand why they’re won. The close ratio, typically defined … 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
Best of BDU: Summer Sales Leadership Tips for Success
Summer can be a tricky time for sales leaders. With team members taking vacations, prospects pushing off meetings and warmer weather tempting everyone to mentally check out, it can be tough to keep momentum going. However, summer doesn’t have to be a slow season. With summer sales leadership tips and the right approach, it could even be one of the … Read More