Networking is critical, and so is our time. We want to be sure that our networking efforts are well spent. Before your next one-on-one networking meeting…export your LinkedIn Connections then send this email with them attached:

Dear XXX,
I am looking forward to our meeting on XXX and investigating further how we can help each other. I have attached a copy of my LinkedIn connections. Please feel free to look through them and highlight anyone you would like an introduction to and we can review your selections together. If you would be open to doing the same, below are the step by step directions on how to export your connections.
Thank you!
Brynne Tillman
www.linkedin.com/in/brynnetillman
215.499.0499

Directions to export connections into an excel spreadsheet and share it:
To export your connections list:
1. Click Contacts at the top of your home page.
2. Click the Export connections link in the bottom right corner of the page.
3. Leave the Export to field as it appears and enter the security text if prompted.
4. Click Export (If you are working in Internet Explorer you may have a pop up blocker that you have to right click and download file) Then click Open in Excel
5. Clean the spreadsheet up by deleting all columns except First Name, Last Name, Company and Title – please do not send me the emails of your connections.
6. Save the file in a location where you can easily find it, like the Desktop.
7. Attach it to an email and send

This is a true networking game changer!

CLICK for Information on BDU’s LinkedIn webinar 1st Friday of Every Month at 11am EST – 9am MNT

CLICK to Learn more or register for BDU’s Live 2-Day Sales Workshop in Fort Washington, Pa June 7-8!

CLICK to Learn more about BDU’s Live LinkedIn Class in NYC June 12

As a sales associate, there aren’t many things as important to your success as effective time management.  Properly managing your time and your territory is critical. When you’re prospecting and trying to set meetings, make sure that you “clover leaf” or “cluster” around your existing confirmed appointments.  Once you confirm a meeting with an existing client or strategic referral source, start prospecting around that specific geographic area.  When you make a prospect call, now you can say, “I’m visiting a client just around the corner from you on Tuesday morning; I’d love to drop by and chat for a bit, learn a little more about your business and see if we can’t find a way to help each other out.”  Knowing you’re already in the area, prospects will often perceive you as less aggressive, and will be more inclined to take the meeting.  You’ll confirm more appointments, and you’ll spend less time on the road traveling between appointments.  - Lisa Peskin

For a 30 Minute FREE consultation on ways to improve your sales CLICK HERE.

Sales and business development are a function of three key areas.  So if your sales aren’t where you think they should be, you need to ask yourself three questions: 

1. Am I doing the right activities to fill the pipeline with qualified prospects on a consistent basis? 

2. Do I have a good process, once I’m in front of prospect or suspect, in order to close the business? 

3. Do I have the right attitude and motivation to do what needs to get done on a consistent basis? 

If the answers to these questions are not a resounding yes, you will not be getting those most of yourself. - Lisa Peskin

For a 30 Minute FREE consultation on ways to improve your sales CLICK HERE.

Attitude plays such an essential role in the whole sales process.  Sales is the best job out there — you get to meet new people all the time, you make your own schedule, and your income isn’t capped.  So why wouldn’t everyone in the world want to be in sales?  The fact of the matter is, if you’re in sales or business development, you’re going to get seven no’s to every three yes’s.  The three yes’s are fun; closing a big deal can be.  But the seven no’s aren’t necessarily easy to deal with.  In order to be successful you have to understand how to deal with adversity, and understand that every no you get is not about you personally.  Dozens of reasons prevent decision-makers from pulling the trigger; with so much out of your control, you need to focus on what you CAN control.  By developing the right attitude, you’ll not only close more business and make more money, but you’ll enjoy what you’re doing.   - Lisa Peskin

For a 30 Minute FREE consultation on ways to improve your sales CLICK HERE.

Do you ever find yourself pushing prospects into buying your products or services, even though at the current time they are not the best fit?  We may know full well that they don’t have the budget right now, that they’re in a contract with another organization that runs through the rest of the year, or that they just don’t have the need at the current time.  Regardless of the reason, even if we know they’re not the best fit, we still feel inclined to stuff the proverbial square peg into the round hole.  We do this because we don’t have enough prospects in our pipeline.  This is why it is so important that we are engaging in the right activities that will be consistently filling our pipeline with qualified prospects.  Those are the two key words – CONSISTENCY and QUALIFIED.  By consistently filling the pipeline with qualified prospects, we’ll never feel the urge to push a prospect that is just not ready to close.  Here are a few easy tips to help your pipeline stay full!

1. When visiting your clients, ask them 3 things – Do they have any additional upcoming needs? Would they introduce you to others with in their organization that may need your products and/or services, and lastly, ask them who else they may know in their network that could use your products and services the same way they do.

2.  Identify strategic alliances that sell into similar industries or to the same buyer but are not your competition. Leverage these relationships for warm introductions (click here for a LinkedIn tip on leveraging networking relationships).

3. Go back through old proposals, leads and introductions that never panned out and make a few calls – they may be ready now!

CLICK to Learn more or register for BDU’s Live 2-Day Sales Workshop in Fort Washington, Pa June 7-8!