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Author: Allan Colman

Eat Your Fingers – The Real Message?

Written by Allan Colman on . Posted in Uncategorized.

Written by Allan Colman on . Posted in Allan Colman, Business Strategy, Keynote Speaking.

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USASBE- United States Association for Small Business and Entrepreneurship

Ready to skyrocket the revenue for your organization? This action-packed summit is designed to distill unique methods for bringing in more dollars for startups, businesses, and nonprofits.


Explore 21 proven Revenue Boosters, grounded in real-world works, not just theory.  Learn how to unleash untapped potential and craft a detailed action plan by selecting 5 Boosters for a targeted 90-day Revenue Sprint. Also to be discussed is the power of a simple visualization tool to guide the tactics, tools, and success.

Summits are included in your USASBE 2024: Forging the Future Together registration. Register today at https://lnkd.in/eTB7biuZ

Allan Colman

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Don’t Believe the Top 5 Business Development Myths !

Written by Allan Colman on . Posted in Uncategorized.

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Dr. Colman’s Recent and Upcoming Speeches

October 20th – Los Angeles

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January 11th – Birmingham
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Debunking the Top 5 Business Development Myths for Successful Lead Generation
Successful business development is a complex process that requires a keen understanding of what it is and what it is not. To gain deeper insights into this crucial aspect of business growth, it is essential to debunk common myths surrounding business development. Here, we will shed light on the top five business development myths and offers valuable perspectives on how to generate leads effectively.
Myth #5: Once You’ve Retained the Client, Business Generation Ceases
Contrary to this myth, successful business development is an ongoing process even after winning a client. Retaining clients requires consistent communication and a proactive approach to understanding their evolving needs. Clients’ preferences and requirements are dynamic, and to keep them engaged, it is vital to listen actively and attend to their concerns promptly. Neglecting client needs can result in them seeking more attentive alternatives. Smart firms recognize the value of gathering feedback from clients and even business executives who have not chosen them. By using this valuable information, businesses can refine their client service and enhance client retention.

Myth #4: Clients Want Sellers to Do Most of the Talking
Effective communication with potential clients involves more listening and less talking. Rather than overwhelming the audience with your achievements and qualifications, adopt the IBM 60/40 sales training rule. Encourage clients to talk 60% of the time, while you spend the remaining 40% asking insightful questions based on thorough research. Paying attention to verbal cues and non-verbal communication allows you to adjust your pitch accordingly and showcase a genuine interest in addressing their specific needs.

Myth #3: When It Comes to Marketing, One Size Fits All
Business development and marketing strategies should never adopt a one-size-fits-all approach. Effective marketing involves tailoring tactics based on the unique personalities, needs of the firm, and those of the clients. What works for one professional may not necessarily yield the same results for another. By customizing business development, sales training, and closing skills to align with individual circumstances, professionals can increase their chances of securing clients.

Myth #2: Sales Professionals Should Step In After the Marketing Department Develops a Strategy
The responsibility for business development ultimately lies with the sales team, not just the marketing department. While marketing plays a vital role in supporting business goals through collaterals, media outreach, and public relations, it is the sales team’s responsibility to bring in and retain clients. Collaborating with the marketing department is crucial, but the sales team should take the lead in formulating a strategy and honing their closing skills to achieve success.
Myth #1: Business Development and Marketing Are Interchangeable Terms
In our work with professional service firms throughout the United States and Canada, we find that many professionals consider the terms “marketing” and “business development” interchangeable.

We, however, actually separate the terms into four categories:

• Marketing: getting found

• Business Development: targeting, research, and proposal preparation

• Business Generation: getting selected

• Client Retention: keeping them happy and growing business

We’ve found only a few businesses and sales teams develop and utilize all four concepts in ways that consistently grow the business. And too many firms have weak business generation skills. Now is the time to train professionals and sales teams to understand the various skills it takes to close more business.
In conclusion, debunking these top business development myths empowers professionals to navigate the complex landscape of lead generation with confidence. By understanding that business development is an ongoing process, actively listening to clients, customizing marketing efforts, and actively participating in the strategy process, businesses can enhance their lead-generating capabilities. The Closers Group’s expertise offers valuable insights to help professionals refine their approach and achieve greater success in business development endeavors. Remember, successful business development requires dedication, adaptability, and a willingness to challenge conventional myths to thrive in today’s competitive market.

Dr. Allan Colman Speaks
Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform.

Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.
Contact Allan to Speak
The Closers Group, LLC | 255 W 5th St Apt 1112, 1112, San Pedro, CA 90731
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What’s Your Position??

Written by Allan Colman on . Posted in Uncategorized.


How Do You Answer these USP questions?

1.   What is it that makes your company, firm, not-profit stand out from your competitors?

2.   Why do your clients/customers continue doing business with you?

3.   What is it about your organization that truly makes it unique?

4.   Why should customers come to you?

5.   What do you have to offer that they cannot get anywhere else?

Answers at:  www.closersgroup.com/blog

#Unique Selling Position #Sales Strategy #Revenue Acceleration

What’s Your Position???

Written by Allan Colman on . Posted in Entrepreneurial Startups, Keynote Speaking, Sales, USP UNIQUE SELLING PROPOSITION.


How Do You Answer these USP questions?

1.   What is it that makes your company, firm, not-profit stand out from your competitors?

2.   Why do your clients/customers continue doing business with you?

3.   What is it about your organization that truly makes it unique?

4.   Why should customers come to you?

5.   What do you have to offer that they cannot get anywhere else?

Answers at:  www.closersgroup.com/blog

#Unique Selling Position #Sales Strategy #Revenue Acceleration

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From This Morning’s Sales Seminar – Pre-Meeting Preparation

Written by Allan Colman on . Posted in Allan Colman, Entrepreneurship, Keynote Speaking, Sales, Sales Acceleration, Speaking and Workshops.

FROM THIS MORNING’S SALES SEMINAR

Pre- Meeting Preparation

1. How do you define the current relationship?

2. What is the client/customer’s satisfaction with your work? Can you be sure?

3. What are your contact points within your own company/firm and all those of the client’s?

4. How do you rank yourselves on activities considered important by your customers and how would they rank you on:
A. Understanding their business?
B. Client/customer focus?
C. Dealing with unexpected changes?

5. Before deciding on the best approach to the prospect, does your relationship need reinforcing? Do you even have a relationship?

6. What internal pressures on your client might impact their receptivity to additional purchases from you?

7. Who is (are) the final decisionmakers, the user of your service or product plus a budget/finance executive?

Our Amazon Best Seller, THE REVENUE ACCELERATOR, can be acquired at:

https://amzn.to/3tODe5V

#salescoaching hashtag
#revenuegrowth # Entrepreneurship
…see more

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