In this series, Susan Novicki discusses what exactly business development means and why it is important in the world of media sales. This 10-video training runs 49...

Susan Novicki provides a thorough definition of true, clean business development and how it benefits sellers, manufacturers, and retailers.

Susan Novicki explains how to find good leads all around you, from billboards to former clients.

Susan Novicki explores alternative ideas for finding good prospects.

Susan Novicki uses real-life examples to demonstrate how to distinguish good leads from bad ones.

Susan Novicki discusses strategies for getting the most business from your strongest leads.

Susan Novicki covers the steps to take when calling on your leads, from finding decision makers to essential research.

Susan Novicki presents which details to research before even calling your prospect and offers several sources for lead data.

Susan Novicki explains how to find the right decision maker and why it’s important.

Susan Novicki discusses the importance of consultative selling and offers strategies to help you transform your selling style.