Business development has typically been a numbers game — a formula derived by tracking activities and successes. The formula predicts that X percent of the number of prospects you contact will grant you an appointment, Y percent will qualify for a presentation, and Z percent will become a customer. The “numbers” make the results of your activities predictable, and they will tell you how many additional contacts you have to make on average if you want to close a specific number of additional accounts. (more…)
Archives
Archive for June, 2009
Energy Management Systems
Sunday, June 14th, 2009
I am a huge believer in the value of sales training. Lousy salespeople hurt our economy and are responsible for their clients missing opportunities due to their own incompetence. As you know, top producers outsell all others by wide margins. Becoming good in sales in my early twenties allowed me to start a business at age 29 that sold $3M last year and should $4M to $6M this year. (more…)
Playing To Win
Monday, June 8th, 2009
I am finding myself consumed with our country’s state of economic affairs. My consumption with such matters doesn’t derive from how did we get here, or what’s next, or who’s to blame, but rather I am fascinated by how people are responding. (more…)
Dentists and Selling
Monday, June 8th, 2009
We have all been to a dentist at some point in our lives. How many of us truly enjoy going, especially if it is not for a routine cleaning? Why is that? How high is your anxiety level?
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Overcoming Call Reluctance
Cold calling is not fun but we have to do it. Here are a few excuses and my feedback on to rethink them.
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