We occasionally run into companies that aspire to be all-inclusive when it comes to new business. They don’t want to leave anyone out of the decision-making process. This makes sense for some business decisions related to the firm, but new...
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In sales you have peaks and valleys, it’s inevitable, and not for the weak of will. The successful salesperson knows what to do to get out of the valley, but I’ve seen and heard examples of those responsible for driving...
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Two very important for your firm’s new business effort: The average sales person only makes 2 attempts to reach a prospect. -and- 80% of sales require 5 follow-up phone calls after the meeting. So, whoever’s handling new business-you’re not following...
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No matter how far along you climb up the inbound or social ladder or are flush with referrals, when it comes to new business, you will always need to actually talk to a prospect. At some point and sell them...
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It’s difficult to hire a new business person who understands how to sell your product or servive, more so to keep that person. One sure way to lose them even quicker is to expect too much out of the gate....
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Many (most of you?) know the scenario-you have a client who accounts for a large, sometimes very large, percentage of your overall work, and then this biggest client is gone – they go away. I was talking to a company...
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A new business plan is typically about those clients you’re going to get, as it should be, but too often your current clients aren’t part of your new business process. Three tips on keeping your current clients part of your...
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I talk to companies daily and I’m able to get perspective on the decision to use a company like LAUNCH or hire an new business director internally. Both have pros and cons of course, and focusing on the internal hire...
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Dropping CMO tenure, and the revolving door nature of the position, is consistently cited as a a new business frustration. Owners of companies typically list other reasons for a lackluster new business effort as: they don’t know how to create...
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A few common themes stand out in many pitch presentations, for example, firms using the same language to a fault-all having strategic processes that sound pretty similar in nature. One of the most startling themes is that many of these...
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