GET READY TO COMPETE
BRING IN THE EXPERTS
Finding new business is complicated and nuanced.
Numerous variables impact your success. Some of these variables involve the market and prospective customers. Other variables involve your company’s capabilities and competitiveness in the market. One of the biggest variables, though, is salesforce competence.
We remove that variable.
DSBC First Step To Great Sales
Finding Companies Who Are Buying A Lot Of What You’re Selling
RESULTS REQUIRE RIGOR
Companies that are committed to business development are led by people who know that getting new customers requires precise execution.
Talk is cheap.
Many strategic sales plans have never produced results. Many salespeople talk a good game but do not deliver.
In most companies, sales involves only identifying prospects and reaching out to them. Landing new customers requires an understanding of your market, a reasonable assessment of your capabilities, and an ability to identify markets and companies who need your services. Successful new business development then requires the ability to get these prospects to interact with you so you can identify and solve a problem.
Our team is successful because we understand how to manage and execute all these aspects of the sales cycle.
SUCCESSFUL CLIENTS ARE THE PROOF
Growing a business requires getting exposure to potential new customers. This exposure informs us of what the market requires. In turn, this business intelligence allows us to develop a sales process that will work for you.
Our clients are the proof of our mastery of this process.
In project after project, our teams are instrumental in landing game-changing new customers.
Understanding Your Prospect
Understanding Your Prospect Focus on listening and learning and you will make the right decisions to adjust or customize your sales strategy accordingly. Years ago, I was involved with one of my clients bidding on a large annual contract from a relatively new...
It is the Process, Dude!
It is the Process, Dude! I was just involved with one of my long-term clients bidding on a huge annual contract from one of our relatively new customers. We lost. It was a contract we fully expected to land, so it was a huge disappointment. This customer has enormous...
Virtue of Honesty
Virtue of Honesty The previous blogs on our website have all been written by Dennis himself, but he’s been encouraging me and his other employees to add their own voices into the mix. So this one is by me, Lori Radosevic. Over the last week of October, I got to...
Opening the Door to New Markets
Opening the Door to New Markets This article by Dennis Sweeny was originally published in the KC Small Business Magazine. Moving into a new market for a small business is a difficult proposition. It is similar to starting a new business and will take time, resources,...
Persistence
Persistence A couple of years ago, I was sitting in a meeting with a large French aerospace company right outside of Paris. (I made a note to myself: This is a pretty sweet sentence—”I am sitting in a meeting right outside of Paris”—how could you not love this job?)...
Earning the Conversation
Earning the Conversation One of the skills of the best salesperson is getting people to talk to you. I have no right to expect busy business leaders to speak to me. Decision makers in busy organizations who are being approached by numerous salespeople do not have the...
The Value of Persistence
The Value of Persistence We hired an experienced salesperson about a year ago. Lori started off selling our services, which include helping our clients land new customers and grow their business. Below is a summary of her sales activity for a particular prospect. Lori...
Listen to Your Salespeople
Listen to Your Salespeople Okay, you run a company and you think the purpose of hiring of a salesperson is for them to go find new business and grow business with the existing customer base. This is true but you may be missing a critical part of their job that could...