The Ohio Small Business Development Center (SBDC) at Youngstown State University is partnering with Keylan Management Group to offer a workshop to address topics essential for success in sales. For over thirty years, the Ohio SBDC at YSU has accelerated business growth, helped to create jobs and contributed to the economy by providing consulting and training to existing […]
As you can see, business development requires a multi-faceted approach. There are many activities outlined above that you can work on to be focused, efficient and productive throughout the week. Be intentional!
Traditional cold calling results in about a 1% to 3% conversion rate for getting an initial appointment. So, is it any wonder that 53% of sales professionals give up too easily when cold calling and 48% are afraid to pick up the phone and make cold calls? When that same call (or email) is made with […]
What is a CRM (Customer Relationship Management) system? These systems are cloud-based programs that allow sales reps to perform a variety of functions such as loading prospects from a Microsoft Excel or .CSV file, entering sales activities, maintaining pipeline by sales stage, updating notes and contact information for prospects, clients, and Centers of Influence (COI), and […]
How many of you have sales goals for yourself, direct reports or for your company, but are unable to articulate the metrics needed to achieve those goals? For example: Is 10 prospect meetings per week realistic? How will you obtain these meetings? Will you use inbound marketing, cold calling, networking groups, or other methods? Oftentimes, when […]
If your salespeople are like most, from time to time they struggle with attaining their sales goals. And, they may offer a number of reasons for this including: Some of these, all of these or none of these may be true. What is true, however, is that establishing clear, concise activity goals and metrics and […]
What stands in the way of growing your small business? Is it a lack of capital? Is it limited time? Do you need more expertise? Let’s face it: it’s all of these to one extent or another, right? So, call me Captain Obvious but there is a point to this: you have the means to address […]
Take a look at this list of Seven Reasons Your Small Business Is Not Generating Sales. It has some good ideas for improving sales results. And, if you have the time, you can analyze which of the reasons apply to your sales team, create a plan to overcome them, coach your team, monitor their activity and, […]
What’s Missing? According to the U.S. Small Business Administration, about half of small businesses survive five years. A recent internet search for articles about the challenges small businesses face yields quite a few results. There are useful pieces on trends such as found in USA Today as well as articles like “The 6 Toughest Problems for Every Small […]
Small Business Owners: Try Something New in 2019 Resolution: a firm decision to do or not to do something. While 2019 is a new year, there is nothing new about New Year’s resolutions. According to Sarah Pruitt of History.com, “the ancient Babylonians are said to have been the first people to make New Year’s resolutions, […]
Keylan Management Group provides a consultative sales process where we listen attentively, understand your requirements, and create tailored solutions aligned with your objectives.
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