The beginning of the calendar year is a great time to look forward to some very exciting new sales opportunities. It’s also a great time to be retrospective, and look in the rear-view mirror, in order to resurrect some very exciting old opportunities.
Not every prospect is ready to buy (or even engage) on the very [...]
To keep from wasting time on people who aren’t seriously interested in pursuing a business relationship, try the three-step qualifying process on an upcoming sales opportunity so that you know right away whether it’s alive with possibilities or a dead end.
Colin Wilson provides some perspective on pipeline management. Important takeaway: never factor the pipeline. There are only two outcomes for opportunities – win or lose.
The use of voicemail has become so pervasive these past few years that sometimes you wonder if you’ll ever talk to another human being again.
Frustrating as it may be, over time you begin to accept it as the new norm. You expect to get voicemail and in a perverse sort of way may even relish [...]
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