One the keys to a success lead management program is knowing when to ask for what information. It’s kind of like dating.
The Two Most Destructive Sales Activities
March 8, 2011 By Leave a Comment
Want to destroy your prospect’s buying experience? Here’s how.
It Takes Effort to KISS Effectively
March 8, 2011 By 1 Comment
The KISS Principle is critical in today’s business marketplace, particularly because of two big factors.
Qualify More Effectively: The New ‘BANT’
March 6, 2011 By 1 Comment
The BANT sales qualification tool was begging for a makeover.
The Toughest Sales Lesson I Ever Learned
March 5, 2011 By 1 Comment
A Quick, Effective Way to Find Out Your Prospect’s Budget
March 5, 2011 By Leave a Comment
photo © 2009 Andrew Magill | more info (via: Wylio)Here’s a little trick to help find out a prospect’s budget—or at least trick them into getting the (scary!) budget conversation going. Note: I’m the biggest proponent of value-focused conversations, and suggest we keep price discussions at a minimum. If a prospect is focusing solely on […]
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