11 Strategies Sales Professionals Need to Manage Their Email

Weeding through and responding to email is one of the most time consuming activities we might have on a daily basis. When I was VP of Sales at ADP, between snail mail, email and voice mail, I could spend all day with mail management.   Today, it is primarily email that bogs us down and the most frustrating thing about it is … Read More

Start Helping, Not Selling

Although I have been in sales in one capacity or another for over 30 years and BDU is a sales training, coaching and consulting company, I am a big believer that nobody in the whole wide world wants to be sold anything.  People or companies are seeking help to achieve their goals and objectives.  In other words…they want to be helped out.  So I tell people that they … Read More

Stop Showing Up and Throwing Up

Last week a neighbor called and asked if I’d sit down with her to discuss a business opportunity. I told her that I was not a good prospect and was extremely busy with Business Development University, but she persisted and told me that it would only take 20 minutes of my time. With great reluctance, I scheduled her to come … Read More

Does Your Customer Service Team Drive Leads to Your Sales Professionals?

The most customer facing group we have are the professionals answering the questions our clients are asking every day. Their interaction is a rapport building opportunity to create a customer loyalty experience, but it is also the best opportunity to identify other needs of theses clients.  There isn’t a better time to close than after an objection or issue has been … Read More

7 Tips to Help Your Close Ratio

Closing ratio is how many proposals convert to sales. So, if you close one client for every four proposals, your close ratio is 25 percent.  If you find that your close ratio is not where it needs to be, that your proposals on the street are not converting BDU suggests that you try these 7 tips and you will see … Read More