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How to Contact the Right Prospects

How to Contact the Right Prospects

If we don’t prospect properly, there’s no way we can close.  Step 1 in the Sales Logic System is Contact. Of course, a clear subset of Contact is prospecting. Didn’t catch last week’s blog on the Sales Logic System? Click here to read the overview. Our close ratio...
10 Strategies for Current Customers

10 Strategies for Current Customers

Your current customers are an untapped source for sales.  Of course, current customers can’t be your only focus. That would lead to a dry or clogged pipeline.  But if your pipeline is looking okay, and you need another year-end sales strategy to meet your goals, it’s...
How to Accelerate Second Half Selling

How to Accelerate Second Half Selling

The first half of the year is now in the books. Time to kick back and relax…. Just kidding! Time to figure out the game plan for the second half. Regardless of whether you made your first half number or missed it, here are 6 things that you need to do right now for a...
How to Know if a Prospect is Worth Your Time

How to Know if a Prospect is Worth Your Time

Is your pipeline a water tap or a sewer line? Too many salespeople have a pipeline that is really nothing more than a sewer line because stuff is just plugging it up. I’m talking about prospects that are sitting there, but  not going anywhere. So how do I keep this...