Tag Archive for: sales prospecting

Building the Never Ending Pipeline for Professional Service Firms

In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]

How To Spend More Time With Your Clients

How To Spend More Time With Your Clients  Your top people aren’t spending enough time with customers. I was reading a report on activities that professionals can outsource to assistants. Included in that list were activities such as: Reports for clients Correspondence with clients Time Tracking Billing preparation Internal database updates Monitoring workflow Advising clients of […]

LinkedIn, Sales Prospecting and Being Open to A Better Future

LinkedIn, Sales Prospecting and Being Open to a Better Future This week I was planning on covering two inter-related issues: loyalty to your providers and keeping up with changes in thinking that may help your business thrive in the future. It sat in my drafts for a few days and then I received a LinkedIn invitation […]

MintonDickes on The Seeds You Plant – Sales Prospecting

MintonDickes on the Seeds You Plant (Bruce Dickes & Dennis Minton are Organizational Consultants. Enjoy the Monday Morning Minute.) “Don’t judge each day by the harvest you reap, but by the seeds you plant.” – Robert Louis Stevenson THE SEEDS YOU PLANT

Dennis Minton on Building Goodwill

Dennis Minton on Building Goodwill. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “The smallest good act today is the capture of a strategic point from which, a few months later, you may be able to go on to victories you never dreamed of.”  C. S. Lewis. BUILD GOODWILL Building a professional […]

The Cold Call Is Alive and Well

The Cold Call Is Alive and Well Want to get things started at your next business development meeting? Bring up the words “Cold Calling” and step back. Maybe duck for cover too.

Dennis Minton tells us to Be A Generator

Dennis Minton on Being a Generator. (Dennis Minton is an Organizational Consultant. Enjoy the Monday Morning Minute.) “If you’re not building relationships or communicating ideas you may become a successful order taker, but you’ll never become a successful salesperson.” BE A GENERATOR Every organization has two types of sales reps — generators and interceptors. Generators […]

You Don’t Fix Your Way to Growth

You Don’t Fix Your Way to Growth Great long-distance digital conversation this morning. (Well, as great as exchanging a massive amount of emails in a short time can be. . .) The subject? Fixes and Growth.

Dennis Minton on Enjoying Every Sales Call

Dennis Minton tells us to Enjoy Every Sales Call (Dennis Minton is an Organizational Consultant. I like how he thinks. Enjoy his Monday Morning Minute.) “We are what we are because of what we do with our opportunities.” ENJOY EVERY SALES CALL What a difference it could make in your sales career and in the […]

Amazon.com and Business to Business Selling

Competing Against the Endless Aisle that is Amazon.com Do you have a thought leader that you follow on a regular basis? I have one that I consider a “stealth” thought guy. His name is Harry Joiner