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Category: Business Development

Do You Have an Annualized Business Development Plan?

December 22, 2021 pdonehue

Do you have an annualized business development plan? If not, please read on… because having such a plan can make…

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Posted in: Business Development Filed under: annualized business development plan, business development plan, how to implement a business development plan

Connecting with Prospects Faster

May 7, 2021 pdonehue

In a recent article published by LinkedSelling, the question was posed, “How can you take a cold prospect, reach out…

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Posted in: Business Development, Prospecting, Uncategorized Filed under: cold calling, how to connect with buyers, how to connect with prospects, prospecting, sales contact strategies

Asking for Introductions

February 26, 2021 pdonehue

In a recent article published by Social Advisors, company President Charlie Van Derven suggests it is far easier and more…

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Posted in: Business Development, Prospecting Filed under: business development, how to expand your professional network, prospecting, prospecting best practices

Sales Contact Volume & Frequency

June 17, 2020 pdonehue

We all know that sales call volume matters. In countless conversations or debates about this, we have posed a simple…

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Posted in: Business Development, Prospecting Filed under: bus dev, business development, prospecting, sales call frequency, sales call volume

The Key Business Development Activity

November 5, 2019 pdonehue

Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for…

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Posted in: Business Development Filed under: business development, business development process, follow-up, new business development, selling skills

Are Trade Shows Worth the Cost?

September 10, 2019 pdonehue

Exhibiting at a trade show is a common component of many sales and business development efforts. The experience can be…

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Posted in: Business Development, Trade Shows Filed under: how to exhibit at a trade show, how to succeed at at trade show, sales, trade show selling, tradeshow exhibiting

Which “Half” of Your Sales Effort is Working?

April 25, 2019 pdonehue

You may be familiar with the name John Wanamaker, who was a highly-successful retail business man and considered a marketing…

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Posted in: Attitude, Business Development, Prospecting, Sales Process Filed under: how to develop new business, persistence, prospecting, sales process, the value of persistence in sales

Remind Me…

February 13, 2019 pdonehue

How often must we remind our customers of the value we bring to the table? Is a once-per-year reminder sufficient?…

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Posted in: Business Development, Prospecting Filed under: BDR, business development, sales cadence, sales call frequency, SDR

Some Good Business Development Advice…

January 5, 2019 pdonehue

In a recent article posted on LinkedIn, Bill Paul, Director of Business Development for PC Construction for Northern NE, shared…

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Posted in: Business Development Filed under: business development, business development process, selling process, selling skills

Key Accounts & A Key to Long-term Success

December 2, 2018 pdonehue

Many business owners, managers and sales people tell us that eighty-percent of their business comes from twenty-percent of their customers.…

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Posted in: Business Development, selling relationships Filed under: key account, key account selling, pareto principle in sales

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