Business Development

Slowly win back lost clients

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We all have lost clients — prospects you’ve spoken to or sent proposals to but never got the business. To win back lost clients always good to gently re-establish your presence with some of these clients and from there incrementally edge your way back by taking on smaller pieces of business. Letting them drift away and giving up on them for good or waiting too long before reconnecting is  all too easy to do. Also, consider that it’s more profitable to call someone who is already interested than someone who might not even need you. And with your prospects who already […]

Business Development

Effective Introductory Cold Calls Explained

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Misused and misunderstood — that’s the the rap on making introductory cold calls But this simple sales tool has benefits you’ll do well to explore. Question: Why do B2B sales managers consider cold calling clients obsolete? Answer: Social media and web based marketing are their focus. And business development cold calling is misery for their sales people. Question: Is cold calling clients effective? Answer: Harvard Business Review On-Line says cold calling is “the most effective way to set up appointments with the right decision makers at your target accounts…and should be used by every B2B sales force.” Question: Does effective cold calling require a background in the […]