Hunt and Kill Business Development with No Casualties

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Business Development: Hunt and Kill Selling With No Casualties<br />Presented By: Dawn Marie Yankeelov<br />Date: Oct. 20,...

You Wake Up to a World of…..<br />I need to close some new sales!!!!<br />It’s ok, but I would like to expand my book of b...

Who are my targets?<br />Narrow the pool of targets. Get serious about figuring out who can make the buying decision. At...

Introduce Yourself!<br />Reminders of Merit:<br />Remember to state your name. Your title. Your company. <br />Remember t...

On Finding the Target<br />Hire a professional. Competitive intelligence and analysis. <br />The internet—Why do people s...

In Your Target Toolbox<br />Quantcast. Alexa.com. Google Analytics. <br />Jigsaw. ZoomInfo. Spoke. Spock. Wink.<...

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Your Sourcing Strategy: Connections<br />10/19/2009<br />

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Don’t Abandon What Works<br />Direct Mail Still Works<br />Conference Attendance<br />Radio, TV Advertising<br />Trade Dir...

Hallmark has got the right idea<br />10/19/2009<br />

Surfing the Job Sites for Intel<br />Find the companies that are doing something—those are targets<br />Read the literatur...

The Sales Booster: Using Video to Enhance Messaging<br />10/19/2009<br />

Need a Quick Fix This Week?<br />Call five customers you haven’t in the last six months related to seasonal changes<br />S...

Be the Expert: Q & A<br />Gerson-Lehrman Groups<br />Linked In <br />Facebook Groups<br />Allexperts.com<br />Answers.yaho...

Business Development Mantra: Follow Up<br />Myth: Nothing changes in 90 days.<br />Myth: New information doesn’t matter. ...

Where Communication is Going: wave.google.com<br />Google Wave is "a personal communication and collaboration tool&qu...

Ways to Follow Up:Low Tech<br />Make a plan for a meal—breakfast, lunch, and dinner<br />By phone and ask for a time on a ...

The Problem with Sales Calls<br />Poor plan of action—What are you going to do in the meeting?<br />No presentation of pro...

Making the Case: Healthcare<br />10/19/2009<br />

The sales contract—Another foible waiting to happen<br />Do you have a standard contract?<br />Can you “templatize” what i...

Expecting Too Much from the Potential Customer<br />Just answer these 25 pre-questions before the meeting in email….<br />...

Get Organized: Where’s the Meeting?<br />Make sure all team members have a Google or Mapquest map to get there<br />Calend...

Business Templates Online and Ready to Go<br />http://office.microsoft.com/en-us/templates/CT101527321033.aspx<br />10/19/...

Wanna Read?<br />@breakingnews<br />Zensify.com for iPhone (aggregates all social networks you have)<br />Anything by Malc...

Remember…<br />“Success is a journey—you do it by climbing one step at a time and one day at a time.”<br /> —Paul ...

Do unto others…<br />Send a link of interest…start a conversation<br />Ask if the customer needs a referral<br />Flip a sa...

Connect<br />Twitter: @dawnyaspectx<br />Linked In: http://linkedin.com/in/dawnyankeelov<br />Facebook: Dawn Yankeelov<br ...

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