Sales persistence can be tough, especially when you put in the work and don’t immediately see the results of your actions. You’re making calls, sending follow-up messages and meeting with decision makers but keeping hearing “NO.” So you decide to take a different approach, meet with a different person or follow up a different way. And sometimes, after all of … Read More
The Power of Getting in Front of Your Clients: Why Face-to-Face Meetings Matter
It’s easier than ever today to communicate without ever leaving your desk. Between email, Zoom meetings, text messaging and LinkedIn, sales professionals can stay connected to clients all day long without a single in-person meeting. But while technology has made communication more convenient, it hasn’t replaced the power of human connection. At BDU, we believe that one of the most … Read More
How to Motivate a Sales Team with Contests (That Actually Work)
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