Analyze your existing client base. Determine the demographics and psychographics of your most profitable clients. Identify other companies in your local market that fit the same profile. These are the companies on which to focus your new business development efforts.

On a sales call, if your prospects ask: "Do you know what we do and how we help our clients?" how you will respond influences future opportunities. When you know at least the basic answers before the call, you begin to establish respect, trust and credibility.

Beware of calls to firms for which you or your firm have no similar experience. Business Wise helps you identify firms that ‘look like’ your best clients to increase your understanding of their needs, increasing your confidence and increasing prospects’ trust in you.

Surprise! You just reached a live prospect, not voice mail! If you do NOT engage your prospect within the next 15-20 seconds, “fahget about it!”.

Unsolicited referrals alone seldom take sales to the next level. To promote and increase referrals, give valuable referrals often. Then, create lists of targeted prospects that your best clients are likely to know. Show them the list and grow your referral base.

Before you network, first identify the companies you want as clients. Then spend your networking time to reach these specific prospects.

Creating structured processes to insure collaboration between sales and marketing is critical to long-term sales growth. Failure to understand differing perspectives can cause disaster.

Why nurture those prospects not ready to buy? Because it works. Drip Marketing solves the problem of staying ‘top of mind’ throughout your prospects buying cycle, allowing your salespeople to build credibility and trust even before deals are ready to close.

What happens if none of the right, targeted prospects visit your website? Go beyond Search and drive your target prospects right to your site using BWise.

How can you keep the data quality in your CRM clean without making your salespeople responsible for research?

Would you prefer that your salespeople spend time as researchers or as sales closers? Business Wise partners with our clients so that your sales team can focus on making calls to set appointments with the right decision makers, not make calls to figure out on whom to call.

Today’s top sales producers want to work at quality companies with the best available management, tools, training and resources. How does your firm stack up against today’s best new business development practices and tools?

Do you believe your company’s local sales prospecting efforts are effective? Only 3% of companies surveyed do. Why not learn to soar among the 3% of effective b2b sales prospectors?