Networking Strategies
Tips on Follow-Up
by Ned Miller
Labor Day signals the start of a full calendar of networking events. How good are you at following up to get value from attending them?
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Unscripted Scripts
What to Do After Losing a Deal to the Incumbent
You put together a great proposal. The prospect seemed ready to move...And then, silence. In a recent webinar Buck Bierly discusses what you can do to reignite the conversation with a prospect who has chosen to stay put.
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Q&A
On Sales Strategy with a Law Firm
Question: I made a call on one of the larger law firms earlier this year and got them to agree to have lunch over a month ago. The call went well. I followed up with phone calls and e-mails, and I can sense some momentum, but not lots. They called me back and let me know they have not decided on anything, but should make a decision sometime in about 6 weeks when all the partners are back in town after their vacations. Should I just sit still now and wait?
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Upcoming Webinars
New Series with Graduate School of Banking at LSU
http://mzbierlyconsulting.webex.com
On October 19 we begin a new series on business development with The Graduate School of Banking at LSU. Here are more details on the first session.
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Free Stuff
New Video Clip and Article on Prospecting
http://mzbierlyconsulting.com/tips-sales.html
Too busy to prospect? Listen to Buck Bierly’s comments on
why proactive prospecting has to be part of everyone’s strategy. You can find
the video on our website at http://mzbierlyconsulting.com/tips-sales.html
And while we're on the subject, how is your prospect list? Whether you’re looking for ideas
on how to build or rebuild one, you’ll be interested in Ned Miller's recent article on
“How to Build a Great Prospect List” in the American Bankers Association’s Commercial Insights newsletter. For a
copy send an email to linda.agosta@mzbierlyconsulting.com.
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About MZ Bierly Consulting, Inc.
http://mzbierlyconsulting.com
MZ BIERLY CONSULTING, INC. is the industry leader in
building best-in-class sales practices for regional and community
banks.
Founded in 1988 by Buck Bierly and headquartered in suburban
Philadelphia, we are dedicated to helping our bank clients translate their
business objectives into business results by continually improving the
day-to-day effectiveness of their sales managers and sales teams.
110 North Phoenixville Pike--Suite 200
Malvern, PA 19355
610-296-4772
http://mzbierlyconsulting.com
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