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5 Baby Steps to Building a Prospecting Plan

5 Baby Steps to Building a Prospecting Plan

If my objective is to go someplace and I don’t have a map, how will I know when I get there?  You’d be just as lost in prospecting without a plan. No need to get frustrated, great salespeople own it. They don’t create excuses. Whether your plan is bad, or...
How to Balance Prospects and Existing Accounts

How to Balance Prospects and Existing Accounts

I hear excuses all the time as to why someone can’t prospect. One I hear frequently is, “I’ve got to take care of all these existing customers. I’ll prospect when I get done with that.” Oops—then you never get time because those existing customers just...
Go from Opening a Sale to Opening a Relationship

Go from Opening a Sale to Opening a Relationship

Are you in charge of your sales process, or is your process in charge of you? This is a big issue, and becoming a bigger issue with the advent of AI.  I’m finding more and more companies are overcomplicating their sales process. As the economy weakens, they think they...