FAQ’s What if I need help with strategy?

Answering your questions, have one – email me directly at kschwartz@springboardbizdev.com

Do you help with strategy?

Yes, I can’t tell you how many times I’ve been called in to simply strategize.  Essentially these are companies who have sales staff who are looking for new, fresh ideas to move sales forward.  I love this part of our work and I do it personally.  There is nothing I enjoy more than figuring out the puzzle piece.  I can see opportunity where you can’t, I can help you get there without doing it for you.  This works exceptionally well with sole proprietors or small sales teams.  We focus on overall strategy, target markets, how and where to find decision makers, what influences them, your unique capabilities, why people buy from you, your process, your presentation, your competition, your strategic partner, etc.  Most importantly we focus on what’s holding you back.  I’m not a coach by any means but I do know sales and I find with most business owners sales is an afterthought .  If you need a business coach I know great ones and will be happy to make a referral.

The initial month of sales strategy and consulting is a full scale evaluation of the entire sales process and it’s a minimum of $2500, each following month is a minimum of $1000.  If you think this is a better fit call the office and ask for Karin at 410-832-7560

FAQ’s Do you do SALES TRAINING?

Answering your Questions, have one – email me directly at kschwartz@springboardbizdev.com

Are you a Sales Training Organization?

No, we don’t do training.  In fact, I may piss off a few people by saying this but I believe for the most part the tactics taught in sales training organizations don’t work today.  I do believe they have a purpose – mostly for commodity or high volume sales organizations.  I can see a value there.  However when you are selling a service based on building and maintaining strong relationships tactics are the fastest way to lose business.  We’ve all been through these programs and we can spot the strategies from a mile away.  Do you know how bad I screw with someone who is “mirroring” me?  I spend the entire time focused on my next move and I don’t even hear what they are saying.

Your sales cycle is a fallacy.  You need to know where your buyer is in the process and ensure they have the right information necessary to move forward but you can’t make them move forward you can only encourage.  If you’re looking for a “trainer” I know a number who are excellent at what they do, they get results and they focus on the buyer, your internal processes, your people and not tactics.  I’d be happy to make an intro.

The Role of Marketing in Business Development: The Benefits of Outsourced Lead Generation Services

The most effective salespeople are those salesmen and saleswomen who efficiently manage their time. And the most effective businesses are the ones with the most effective salespeople. And no, that is not a coincidence. So what are you doing to help maximize the effectiveness of your sales team? One ultra-useful sales tool is outsourced lead generation.

By outsourcing lead generation needs to a professional business development firm you allow your sales people to focus on selling while the firm’s sales experts generate qualified leads and set up sales appointments. Other benefits of outsourcing lead generation services include:

•      Effective targeting and better prescreening methods

•      Ensures qualified leads

•      Your team can devote even more time to actually selling

•      Increases sales volume

•      Increases closing ratio

•      Makes you more money!

•      Lower cost per sale than traditional sales methods

•      Allows a sales team to focus on selling, not marketing

•      No need for additional employees or training

•      Professional firms have access to resources and databases that you may not

As you can see, there are many advantages to outsourced lead generation services.

Appointment setting and lead generation are highly specialized forms of direct marketing that is usually best outsourced to the specialists. That is why you should outsource your business development needs to a professional sales firm, like Springboard!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on you core business activities, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Follow us on FacebookTwitter, Google+, and LinkedIn as well!

Sources:

Benefits of Outsourced Lead Generation Services

Lead Generation Outsourcing: streamlining your marketing resources

Generational Differences in the Workplace: Baby Boomers, Generation X, and Generation Y

While your office may seem quite peaceful, there is actually an underlying tension between the Baby Boomers (people born 1943-1960), Generation X (people born 1961-1981) and Generation Y (people born after 1982). This tension threatens to lower moral, increase turnover and hobble your business’ ability to grow.

Authors of Bridging the Generation Gap Linda Gravett and Robin Throckmorton’s research found the following:

  •  68% of Baby Boomers feel that “younger people” have poor work ethics, which in turn makes their work even harder.
  • 32% of Gen X-ers also feel that the “younger generation” has a poor work ethic.
  • Gen Y-ers, which have been called “the most high-maintenance, yet potentially most high-performing generation,” believe they have a good work ethic for which they are not given enough credit.
  • 13% of Gen Y-ers believe the difference in work ethics between generations causes friction in the workplace.

And what is one of the biggest differences between these generations that is a constant cause of workplace tension? Technology!

While Baby Boomers and Generation X-ers prefer phone communication and face-to-face business transactions, Generation Y-ers prefer to communicate via blogs, IMs, text messages and emails. Gen Y sees this type of communication as effective and efficient, while the older generation sees this as lazy and potentially harmful to business.

But this is just one of many examples we could have chosen. There are several causes of generational conflict in the workplace, putting increasing pressure on bosses, employers, and office managers who must recognize these ever-present tensions and then find a way to alleviate some of that tension. Each generation has a unique set of strengths and weaknesses and it is the managers’ jobs to identify those points and find ways to get the most out of their employees.

One key message employers and managers must drive into their employees is this: age defines a demographic, not a person. While people from any given generation may share certain similarities, they are individual people with their own individual set of strengths and weaknesses. Just as they say don’t judge a book by its cover, you shouldn’t judge a person by the generation they were born in.

After all, we are all the young, “misunderstood” generation at one point in our lives…

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

Follow us on Facebook and Twitter as well!

Sources:

Gen Y, Gen X and the Baby Boomers: Workplace Generation Wars

11 Tips to Help You Outsell Your Competitors

Running your own business is not easy. Running your own business that revolves around sales can be downright difficult. That is why we have compiled a list of 11 sales tips to help you outsmart and outsell the competition. These tips include:

1. Set Yourself Apart: There has to be some to differentiate your product from the competition. It either has to be better quality, easier to use, more convenient, or less expensive.

2. Treat Weaknesses as Strengths: If you have higher prices (weakness), be sure to offer flexible terms (strength).

3. Confidence: If you don’t believe in your product or your brand, why would your client?  

4. Giving up on a Sale: Giving up on a sale is not a bad thing. Sometimes it is a smart maneuver. You can’t waste your valuable time on a lost cause.

5. Be Professional: Especially if you are a small business, the way you dress, act, and talk says a lot about you and your company. So be professional.

6. Small Companies can Make Big Moves: If you are a small business, use that to your advantage. You can make more concessions than big corporations. So work with your client and formulate a plan that is mutually beneficial.

7. Nothing is Free: If a customer asks for a proposal, insist that you’ll only write one if awarded a meeting with the CEO.

8. Time is Money: You cannot afford to deal with wishy-washy clients. Get in, get the sale, or get out.

9. Show Your Value: Prove to your client that you can add value to their company.

10. Never Stop Learning: A good salesperson will never stop learning new sales skills or new sales techniques.

11. Sales Outsourcing with Springboard: Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

Follow us on Facebook and Twitter as well!

Sources:

How to Outsell a Huge Competitor