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Don’t Believe the Top 5 Business Development Myths !

Written by Allan Colman on . Posted in Uncategorized.

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Debunking the Top 5 Business Development Myths for Successful Lead Generation
Successful business development is a complex process that requires a keen understanding of what it is and what it is not. To gain deeper insights into this crucial aspect of business growth, it is essential to debunk common myths surrounding business development. Here, we will shed light on the top five business development myths and offers valuable perspectives on how to generate leads effectively.
Myth #5: Once You’ve Retained the Client, Business Generation Ceases
Contrary to this myth, successful business development is an ongoing process even after winning a client. Retaining clients requires consistent communication and a proactive approach to understanding their evolving needs. Clients’ preferences and requirements are dynamic, and to keep them engaged, it is vital to listen actively and attend to their concerns promptly. Neglecting client needs can result in them seeking more attentive alternatives. Smart firms recognize the value of gathering feedback from clients and even business executives who have not chosen them. By using this valuable information, businesses can refine their client service and enhance client retention.

Myth #4: Clients Want Sellers to Do Most of the Talking
Effective communication with potential clients involves more listening and less talking. Rather than overwhelming the audience with your achievements and qualifications, adopt the IBM 60/40 sales training rule. Encourage clients to talk 60% of the time, while you spend the remaining 40% asking insightful questions based on thorough research. Paying attention to verbal cues and non-verbal communication allows you to adjust your pitch accordingly and showcase a genuine interest in addressing their specific needs.

Myth #3: When It Comes to Marketing, One Size Fits All
Business development and marketing strategies should never adopt a one-size-fits-all approach. Effective marketing involves tailoring tactics based on the unique personalities, needs of the firm, and those of the clients. What works for one professional may not necessarily yield the same results for another. By customizing business development, sales training, and closing skills to align with individual circumstances, professionals can increase their chances of securing clients.

Myth #2: Sales Professionals Should Step In After the Marketing Department Develops a Strategy
The responsibility for business development ultimately lies with the sales team, not just the marketing department. While marketing plays a vital role in supporting business goals through collaterals, media outreach, and public relations, it is the sales team’s responsibility to bring in and retain clients. Collaborating with the marketing department is crucial, but the sales team should take the lead in formulating a strategy and honing their closing skills to achieve success.
Myth #1: Business Development and Marketing Are Interchangeable Terms
In our work with professional service firms throughout the United States and Canada, we find that many professionals consider the terms “marketing” and “business development” interchangeable.

We, however, actually separate the terms into four categories:

• Marketing: getting found

• Business Development: targeting, research, and proposal preparation

• Business Generation: getting selected

• Client Retention: keeping them happy and growing business

We’ve found only a few businesses and sales teams develop and utilize all four concepts in ways that consistently grow the business. And too many firms have weak business generation skills. Now is the time to train professionals and sales teams to understand the various skills it takes to close more business.
In conclusion, debunking these top business development myths empowers professionals to navigate the complex landscape of lead generation with confidence. By understanding that business development is an ongoing process, actively listening to clients, customizing marketing efforts, and actively participating in the strategy process, businesses can enhance their lead-generating capabilities. The Closers Group’s expertise offers valuable insights to help professionals refine their approach and achieve greater success in business development endeavors. Remember, successful business development requires dedication, adaptability, and a willingness to challenge conventional myths to thrive in today’s competitive market.

Dr. Allan Colman Speaks
Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform.

Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.
Contact Allan to Speak
The Closers Group, LLC | 255 W 5th St Apt 1112, 1112, San Pedro, CA 90731
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What’s Your Position??

Written by Allan Colman on . Posted in Uncategorized.


How Do You Answer these USP questions?

1.   What is it that makes your company, firm, not-profit stand out from your competitors?

2.   Why do your clients/customers continue doing business with you?

3.   What is it about your organization that truly makes it unique?

4.   Why should customers come to you?

5.   What do you have to offer that they cannot get anywhere else?

Answers at:  www.closersgroup.com/blog

#Unique Selling Position #Sales Strategy #Revenue Acceleration

What’s Your Position???

Written by Allan Colman on . Posted in Entrepreneurial Startups, Keynote Speaking, Sales, USP UNIQUE SELLING PROPOSITION.


How Do You Answer these USP questions?

1.   What is it that makes your company, firm, not-profit stand out from your competitors?

2.   Why do your clients/customers continue doing business with you?

3.   What is it about your organization that truly makes it unique?

4.   Why should customers come to you?

5.   What do you have to offer that they cannot get anywhere else?

Answers at:  www.closersgroup.com/blog

#Unique Selling Position #Sales Strategy #Revenue Acceleration

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From This Morning’s Sales Seminar – Pre-Meeting Preparation

Written by Allan Colman on . Posted in Allan Colman, Entrepreneurship, Keynote Speaking, Sales, Sales Acceleration, Speaking and Workshops.

FROM THIS MORNING’S SALES SEMINAR

Pre- Meeting Preparation

1. How do you define the current relationship?

2. What is the client/customer’s satisfaction with your work? Can you be sure?

3. What are your contact points within your own company/firm and all those of the client’s?

4. How do you rank yourselves on activities considered important by your customers and how would they rank you on:
A. Understanding their business?
B. Client/customer focus?
C. Dealing with unexpected changes?

5. Before deciding on the best approach to the prospect, does your relationship need reinforcing? Do you even have a relationship?

6. What internal pressures on your client might impact their receptivity to additional purchases from you?

7. Who is (are) the final decisionmakers, the user of your service or product plus a budget/finance executive?

Our Amazon Best Seller, THE REVENUE ACCELERATOR, can be acquired at:

https://amzn.to/3tODe5V

#salescoaching hashtag
#revenuegrowth # Entrepreneurship
…see more

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From One of My Seminars – “Why Should I Hire You?”

Written by Allan Colman on . Posted in Allan Colman, Sales, Sales Acceleration, Speaking and Workshops.

From One of My Recent Sales Seminars

WHY SHOULD I HIRE YOU?

When preparing a proposal, getting ready to make a pitch, or in the middle of negotiating a contract, you must know what’s on the prospect’s mind. Here are the questions in their minds. How many can you answer?
1.    Do you know what’s happening in our marketplace?
2.    Can you possibly understand the pressures I’m under?
3.    How can I measure your results?
4.    Can you describe the risks I’m taking if I hire you and your firm/company?
5.    What do you know about our competitors and their products?
6.    How do you typically provide information to your customers and clients?
7.    How can you support me in my dealings with the executives and Board of Directors?
8.    How do you bill?
9.    As you think about staffing this engagement, who are the people you will assign?
10.                       What are your expectations for earning our business?
11.                       Tell me 3 reasons why your are better than Company/Firm X.
12.                       Beyond your Diversity Committee, what do you really do?
13.                       Do you understand how we communicate internally?
Now, go back, get ready, really prepare, and win that new business.
The Revenue Accelerator,our Amazon Best Seller, can be acquired at
https://amzn.to/3tODe5V
# Sales Presentations # Revenue Growth #Entrepreneurship

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Proud to Be Speaking at NYU

Written by Allan Colman on . Posted in Allan Colman, Keynote Speaking, THE REVENUE ACCELERATOR.


Proud to Be Speaking
At
NYU Entrepreneurship Alumni Network
November 2, 2023

“Join the NYU Entrepreneurship Alumni Network for a scintillating lunchtime conversation on revenue growth with Dr. Allan Colman (Wagner Graduate School). Business Development Expert, Speaker and Author, Dr. Colman crafts a compelling reason for the audience to perk up and pay attention to the keys of revenue acceleration.
“THE PROFIT LAB distills unique methods for bringing in more dollars from what companies are already doing, as well as what they are not doing. Proven by Dr. Colman’s extensive 30+ year career in sales consulting, he explains how anyone from seasoned professionals to start-ups can see 60% to 200% revenue growth within a year.”
#Entrepreneurship #Sales Consulting # Start-ups

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IT’S NO BULL -Listening Should Permeate Sales Training

Written by Allan Colman on . Posted in Allan Colman, Conversion Rate Optimization, Entrepreneurship, Sales Acceleration.

IT’S NO BULL!
– Listening Should Permeate Sales Training

The art of listening should permeate sales training (yes training). It is a critical part of every marketing plan and be a strategy to use during every concerted business development opportunity. Listening and responding to a client or prospect’s needs are imperative if you want to win or keep a client.

One IBM sales training rule was get your client talking 60% of the time. Plan your questions ahead, address their needs and present your solutions. And it will demonstrate how important to you relationship building is.

No bull – don’t just show up and offer new products or advice.

#Sales Consulting, #Entrepreneurship, #Revenue Acceleration

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AT LAST – The 4th Step To Closing More Business –

Written by Allan Colman on . Posted in Uncategorized.

AT LAST ! THE 4th STEP TO CLOSING MORE BUSINESS –

1. Find ’em: Identifying Your Best Prospects
2. Meet ’em: Making Connections and Seizing Opportunities
3. Get ’em: Continuing to Expand Your Prospect Base

AND

4. Keep ’em: Nurturing Long-term Client Relationships

Client retention depends on your ability to comprehend and address the ongoing challenges your clients face. Stay informed by reading their industry journals and other relevant publications. Seek opportunities for co-marketing, such as co-authoring articles or conducting joint presentations, to showcase your commitment to their success. Building lasting relationships encourages repeat business and increases the likelihood of receiving valuable referrals.

The tactics available to professionals for business development are virtually endless, but the foundation that drives them all remains simple and direct. The Closers Group’s approach emphasizes the significance of thoroughly understanding prospects, seizing opportunities to meet them in person, continuously expanding the prospect base, and nurturing long-term client relationships.

By adopting these four stages and embracing the essence of the Closing Zone, sales professionals can elevate their business development game to new heights, ensuring lasting success in today’s competitive landscape. The Closers Group’s proven approach empowers professionals to dominate the market, surpass competitors, and thrive in any economic climate.

Dr. Allan Colman Speaks
Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform.

Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.

Contact Allan to Speak https://lnkd.in/gsxR94mB

#Keynote speeches #Revenue growth # Sales Success