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 [...]
Be Intentional Consider blocking out time in your calendar throughout the week for business development and “show up” just as you would with an actual meeting. Develop COIs (Centers of Influence) and leverage your professional network Tier 1 COIs – these are contacts within your network where you have built a relationship. Spend time with this [...]
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 [...]
The dictionary defines process as a series of actions or steps taken in order to achieve a particular end. You are familiar with many kinds of processes: manufacturing processes, quality assurance processes, invoicing processes, etc. What about a sales process? “The B2B, or business-to-business, sales process simply refers to the series of events, phases, or steps [...]