Time for another Fast Tip Friday! This one's pretty quick! There are a lot of athletic events on TV every night and you see people and teams doing their best and trying to do whatever it takes to win a game, and every now and then you'll hear a commentator talk about this....
The economy is not something that can be ignored. Perhaps on the personal side, people can ignore the bigger concept of the economy, but maybe not their own budget needs. On the business side, the economy is always in the picture. Let’s take a few minutes to review what might be impacting longer sales cycles and how strong business development professionals make the most of it.
Hey everybody, a couple of weeks ago, I talked to you about turning goals into reality. Actually having those goals accomplished and seeing how the goal, the plan, the strategy, the tactics all connected in a process so that you get more predictably realize the success that you dream about.
Hiring the right talent is crucial for the success of any organization. However, the process of bringing in new employees comes with inherent risks. From cultural fit to skill misalignment, companies face numerous challenges when it comes to making the right hiring decisions. In this article, we will explore a comprehensive approach to mitigating these risks, focusing on the use of assessments, market research for pay and benefits, and understanding the hiring company's needs.
Cody knew that the firm he represented was considered the best in class by the other major players in the market. As far as technical competency, customer service and the ability to deliver more than clients expected, Cody's firm always scored extremely high. With that ace to play whenever he needed to, he was sure that this new position as a Business Development Specialist would soon prove to be the road to riches. After his first 90 days Cody and his manager met to review his progress, and the picture was not pretty.
One of the things that in my over 36 years being in the training and consulting business when I'm working with business development professionals, I always want to ask people:
“What's the basis of your success so far in your career?”
In this week's Monday morning manager message, we delved into the art of prospecting and the crucial task of auditioning prospects to determine their suitability for your business. If you haven't had a chance to listen, take a moment to do so for valuable insights. Our discussions with clients regarding Monday morning manager responses sparked intriguing ideas for this article. Let's explore the world of prospecting, a vital aspect of business development that demands attention.
During our high-performance sales program, a common question arises: How long does prospecting take? Experienced sales and business development professionals provide varied answers, ranging from 5 minutes to a full conversation. This perception aligns with numerous articles online emphasizing the time and research involved in effective prospecting. However, what if we challenge the notion that prospecting needs to be complex and time-consuming?
Let's reconsider the time invested in prospecting. Rather than viewing it as an extensive process, what if prospecting could be as brief as 5-10, or maybe 30 seconds of a conversation? This perspective challenges the traditional mindset and prompts us to explore a more streamlined approach to get more done in less time.
Simplifying Your Prospecting Process:
Prospect Where You're Already Doing Business:
Explore untapped opportunities with existing clients.
Overcome self-limiting beliefs and inquire about additional business possibilities.
Brian just made a proposal to a buyer and received the same response he has heard so many times recently. "Thanks for the proposal. Appreciate you coming in. We'll give it some consideration and let you know."
Happy 2024! This is the first Fast Tip Friday I'm doing for the year, so I hope I can live up to the standard!
