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Business development

Business development is the process of acquiring new sales, clients and relationships. At a very basic level, skills vital for success in business development can include communication, prospecting, qualifying, closing, negotiation and relationship building. Business development include sales prospecting methods which is the first step in the sales process, which consists of identifying potential customers via short term one way communication to source new leads or engage with existing leads. Methods can include social selling, networking in person and on social media, outreach over the phone and via email.

Crime scene

9 Enormous Mistakes Salespeople Make and Their Causes

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
Networking

Networking At A Conference – How To!

After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.
Silence

The Rise Of The Silent Sales Floor​ Is Killing Business

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Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.
Calling

10 Reasons Why Calling Is the #1 Skill You MUST Master

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Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.
Tightrope

13 Bold Sales Tactics

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Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.
Diamonds

How To Grow Revenue From Existing Customers

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Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.
Engineering

4 Ways To Convert More Proposals Into Sales

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The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.
Growth

“If You Don’t Know, You Won’t Grow!”

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There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.