Larry Blumsack
Founder, President
Testimonial
"I've never met anyone or heard of anyone better than Larry Blumsack in setting meetings with C level executives of Fortune 1000 companies. He is the guru of B2B business development and has probably forgotten more about how get to executives of major corporations than most people know. ... He is a superb facilitator and trainer and not afraid to share the tools and techniques that makes him successful with our sales executives and business development team."
Zoka Institute Services
Zoka Training® focuses on individuals, work groups or specific business or product challenges through a
hands-on, highly interactive and experiential based program through
* Training
* Coaching
* Consulting
* Facilitating
* Workshops
* Keynote Speaker
About Zoka Institute
For critical thinkers, creative problem solvers and collaborators Zoka Training teaches individuals a skill set
that can influence any organization's bottom line - the fine art of developing creative solutions through collaborative, upside/down thinking. By focusing on exploring ideas rather than identifying problems, Zoka Training unlocks hidden creative potential by showing individuals how to think outside their
preferred styles and focus their creative energy – thus turning knowledge workers into inspired thinkers and solutions-driven contributors.
Volume 2 Issue 7 11/08
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Hi %%First Name%%,
Cold Market Business Development Tips!
How well prepared will your company, your firm, your practice be to gain the competitive edge in your commoditized marketplace when the economy starts taking off?
Face the fact, that competition for business will be fiercer than ever once the economy begins to turn around. What must you do now to
stand out then?
In the meantime, selling into the present cold market is a very tough sell even for well-trained, skilled sales professionals. It is a daunting task for service professionals like attorneys, accountants, bankers, financial advisors, etc., who have little or no sales/business development training and skills. Even before the current economic crisis service professionals were handed a duel responsibility - practice your professional skills and additionally bring in new business. New business became the new incentive driver often equally important as billable hours where applicable.
Half-day seminars, one-day workshops, and a rare 2 day retreat for "sales/business development" training ruled the day for service professionals until the economy turned sour. One-time workshops are a waste of time and dollars. You don't change linear thinking and habit energy in a day, in a week, in a month, in months. Contrast this to the years of sales training and constant refresher programs that skilled salespeople participate in throughout their careers.
Today, few if any professional service companies are spending any resources for business development training at a time when new or additional business is hyper-crucial. Unwisely, the historic reaction in a down market is to cut training dollars. On the other hand a down market provides the available time when service professionals can focus on improving their business development skills in addition to their practice area skills. There is less pressure to accomplish regular job duties because there is less work.
So what must you do?
- Tip 1. Train your service professionals now in business development in preparation for the upturn in the economy.
- Tip 2. There is no quick solution to increase business. Training is a process of immersion and application. Immersion - the initial sales/usiness development training. Application – the ongoing coaching and continual skills development training.
- Tip 3. Identify the hunters and the farmers and train them accordingly.
- Tip 4. Speed is the enemy of successful business development. Engaged mindfulness is the key to success.
- Tip 5. Contact me for information on the "Five Habits for a Competitive Edge: How to stand out in a competitive marketplace
."
"Larry Blumsack turned around our marketing and business development efforts at Aprisma. The change was dramatic. My business development team set more meetings with prospects in the month following his training and coaching than they did in the entire prior 11 months... This is the second company where I engaged him as a consultant, trainer and facilitator."
Michael Fabiaschi CEO Aprisma
To learn how to spark business development in your company please email me at lblumsack@zokainstitute.com.
Click here to go to the website.
Regards,
Larry
617-489-1933
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