Sales Managers NEED to Use the “R” FIVE Approach

In order to maximize top line growth, it is important to examine 5 critical components of a sales organization by asking the following question: Do you have the Right number of the Right people doing the Right number of the Right things Right? The first aspect of growing a sales organization is to evaluate whether you have the right number of sales people working for you. As companies grow, there … Read More

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

Stop Selling Your Stuff

A common mistake when in sales is that people think they know what their clients needs are without really asking them.  We have found many of our clients struggle with asking the right questions to fully determine what their clients needs are.   We at Business Development University recommend to our clients all the time to stop selling and start … Read More

Line in the Sand

  There is a line in the sand for sales professionals as well as non-selling professionals that need to develop business.  That line is the imaginary line that if crossed, takes someone from being a professional “sales” person to that unprofessional, pushy “used car salesman” type individual.    So many business developers are so afraid of people viewing them as too … Read More

FISHING WITH A NET

For those of you that have ever gone fishing with a fishing rod…typically there is one hook at the end of the line and the most that you can ever catch is one at a time.  Now, when the fisherman takes a big old net through a school of fish she catches a multitude of fish at once.  That is … Read More