Author Archives: Dave Bresler

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About Dave Bresler

Dave Bresler is President & CEO at Network!Network! in New York, NY.

EMAIL: db@networknetwork.net

BIO: About Dave

PHONE: 914-924-1297

Moving Beyond Cold Calling
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Authored by , re: Business Development, on .

At a recent Around the Horn session, we were presented with a question from the principal of a new company. He told us about his cold-calling efforts, which were largely successful—but he was curious if there was another way to get his venture off the ground. The group came up with several ideas. Targeted Seminars  One attendee suggested hosting or producing seminars for targeted groups. Seminars for targeted groups generally produce great conversion rates upwards of 30%. Someone else suggested that he do a Network!Network! forum.

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When Is Late Rude?
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Authored by , re: Business Development, on .

We’ve all heard the old saw about how it’s de rigueur to be fashionably late. We once, many years ago, arrived very late (I won’t say how late) to a dinner party and were mortified to find everybody else already seated at the dinner table. So, the next time we were invited to dinner (somewhere else, I hasten to add), I pushed my wife to get there on the dot only to be greeted at the door by the host and hostess in their bath robes.

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Compensating Sales Staff: To Be (in the Office) or Not to Be
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Authored by , re: Business Development, MARKETING, on .
Compensating Sales Staff: To Be (in the Office) or Not to Be

At a recent Around the Horn session, we fielded a question from a gentleman who was a successful franchisee of a fast-growing business that had a strong sales component. He and his management team created a leadership structure, new mission statement, and are now considering an adjustment to their compensation plan to make it “salary plus.” That means providing a higher base salary while reducing commissions at the same time.

  • The first comment warned that there may be some resistance and attrition, due to the loss of autonomy the sales staff would experience.

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Hiring: Give It the Attention You Deserve
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Authored by , re: Business Development, on .
Hiring: Give It the Attention You Deserve | Dave Bresler

At a recent Around the Horn Session, the group was introduced to someone who needed to hire, but he wasn’t sure about how to go about getting it all organized. The new employee’s responsibilities were to be developing relationships. Someone who does business development, and is an excellent networker, recommended that the new employee should have the right level of experience, like knowing sales and budgeting—because if the new hire is going to do networking (which is generally considered the best way to develop relationships), they would need a budget.

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Scaling Your Business: What Are the Tradeoffs?
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Authored by , re: Business Development, on .

When a business grows so much that it can no longer find spare parts in its own warehouse, you have to ask yourself: Is it really successful? What tradeoffs have to be made in order to ensure a business isn’t scaling too fast? This was the subject of a recent Around the Horn session. As usual, the group provided ample advice, but also some pertinent questions. Scaling means additional capital and additional people—and the problems that come with adding each. These are things that a business owner needs to figure out sooner or later.

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Scaling Up for the Solo Practitioner
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Authored by , re: Business Development, on .

Going to networking events takes time, but the rewards of meeting new people include learning about great “inside information” for free. At a recent Around the Horn session, a participant received heaps of good advice from experts in their fields. Question: What is the best way for a solo practitioner to scale up?  More than one person suggested delegating: look for activities that you’d be comfortable giving to a junior person.

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Establishing an Online Presence or I Saw You Online
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Authored by , re: Business Development, on .

It was at an Around the Horn session last month that someone proposed a question dealing with an issue that, although years in the making, still seems new to many people. We’re a unique company and we want to go about establishing a web presence in the best way possible. How do we do it? The first suggestion was to produce some content on video—for the website, for YouTube, and for newsletters. People now are searching videos more than they’re searching text-based content.

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Some Findings from Divorce Research
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Authored by , re: Business Development, on .

I am pleased to share the results of another Around the Horn forum session. The question at hand, this time, was, “What is your USP?” USP stands for Unique Selling Proposition—what sets you apart from the pack. It’s a People Thing People-centered philosophies were the focus for many of our participants. Their USPs dealt with themes like empathy and trust. As a consultant at the session said, “People do business with you first, then your product, and finally, the company.”

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How to Present Like a Pro
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Authored by , re: Business Development, on .

We’ve all attended numerous presentations at functions such as trade shows. We’ve seen the good, the bad, and the ugly. But what makes good presentations good? Remember that speaking engagements often lead to connections, providing you with a wellspring of prospects or lead sources. This was the discussion at a recent Around the Horn forum session. A financial advisor in attendance pointed out that he has never spoken in a meeting where he has not gotten at least one lead. Don’t underestimate the potential returns from a good presentation!

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What Can You Do in Your Business During a Slow Period? If Business Is Slow, Do You Rest?
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Authored by , re: Business Development, on .

Last October, during a recent Around the Horn session, a business owner asked what he could do during a slow period.

  • The first suggestion was an obvious one — don’t stop marketing your businessboth in high — and low-demand periods.
  • The next recommendation came from a group member who works as a professional presentation instructor: Take the show on the road and make presentations at trade shows and conventions.
  • A marketing consultant commented that if the business owner hunkered down in difficult times, it’s already too late.

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What Happens When a Client Sees You as an Employee?
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Authored by , re: Business Development, on .

As an independent contractor, what happens if a client treats you like an employee? This question was asked of attendees at a recent Around the Horn session. There were many great suggestions on how to handle this issue:

  • Stop giving free advice! Billing clients is one way of calling their attention to the fact that maybe their behavior is not appropriate.
  • Don’t give clients the actual solution — keep them interested.

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Knowing When to Walk Away
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Authored by , re: Business Development, on .

When should you walk away from potential business? This was the question posted a number of months ago during an Around the Horn session. The answers were as varied as the members of the group:

  • A sales trainer believed that time is critical. If you believe a potential customer is not ready, be upfront with them, then walk away.
  • A consultant said an account is only an account when it pays. Ask the prospect and believe them when they say they’re bad customers.

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When Approaching a Potential Customer, Always Go for No!
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Authored by , re: Business Development, on .

What do you do as a business professional when a prospect won’t follow up? This was one of the concerns from a member during an Around the Horn Session. There were many suggestions for how to handle this challenge:

  • Always go for no. You don’t want to deal with wishy-washy people. You want to make sure you’re not wasting time with somebody who’s not going do business with you—it will save you energy because you won’t have to

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How Can You Deal with a Bumpy Market?
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Authored by , re: Business Development, on .

When markets move, how can any negative effects it may have on your enterprise be reduced? This was the question posed from a business owner during a recent Around the Horn Session. One of the group members commented that it’s a matter of critical mass. Anticipate the bump and bring on interns (typically for low pay). Have these interns complete other duties when demand is low. Someone else pointed out that students make good interns, especially students in your field.

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How Do You Create Depth Within Your Organization?
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Authored by , re: Business Development, MANAGEMENT & TECHNOLOGY, on .

As a business owner, what happens if you want to take some time away from the daily operations of your business? Do you have someone with whom you are confident in their abilities to handle the reins, to manage the helm? You must find subordinates who can fill in for you if you go on vacation (or so you can go on vacation). You will also need support if you and/or members of your family fall ill, or if you have other obligations that must be honored.

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Busy Work: Fresh Perspectives on an Old Problem
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Authored by , re: Business Development, MANAGEMENT & TECHNOLOGY, on .

At our latest Around the Horn Session, the room was packed with some of the best and brightest minds in Manhattan. The first person we heard from was an executive who could not find enough time for business development because he was consumed with busy work. The solutions offered from the professionals in the room focused on attitude, behavior, and technique:

  • To increase business growth, one speaker mentioned cold calling. Cold calling every day is like swimming laps in a cold pool

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Is Cold Calling Giving You the Chills?
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Authored by , re: Business Development, MANAGEMENT & TECHNOLOGY, on .

{Read in 2.5 minutes} How do we get back to a less digital, more personal kind of marketing? It used to be possible to reach a potential client by picking up the phone and – if you could convince the gatekeeper to put you through – you could gain a brand new connection. Today, there aren’t any gatekeepers, and it is unlikely that the person will return the call. In fact, if anyone even answers the phone it is a small miracle.

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Learning From Your Peers At Network!Network!
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Authored by , re: Business Development, MANAGEMENT & TECHNOLOGY, on .

Network!Network! is a New York-based networking group for business leaders from all sectors. The power of learning from others’ experiences is on full display each time Network!Network! holds one of its 12 monthly round tables. One of our favorite parts of each meeting is what we call Around the Horn. During the Around the Horn session, business owners help each other by detailing challenging situations they have faced.

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