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9 Questions to Evaluate a New Customer

9 Questions to Evaluate a New Customer

Do I move forward with this lead or cut them loose now?  The more complex your sales, the more critical these nine questions are. The deeper you are into B2B, the more critical they are, too.  They still apply to simplistic sales and B2C, but you’re going to...
6 Steps to Customer-Centric Communication

6 Steps to Customer-Centric Communication

It’s not about how we want to communicate. How does your customer want to? I find too many salespeople think that sales is all about emails, emails, emails, social media, emails, emails, social media.  It’s much more than that. If I want my messaging to succeed,...
How Consistency Pays Off in Prospecting

How Consistency Pays Off in Prospecting

Forget the early bird. The most persistent bird gets the worm.  Ask yourself: Am I consistent in how I use my time, how I schedule my time? Am I consistent in how I stay engaged with my customers and how I follow up?  Many salespeople struggling to close deals are...