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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...
4 Steps to Qualify Prospects Earlier

4 Steps to Qualify Prospects Earlier

Warning, the red lights are flashing. Your prospects are not who they claim to be regardless of what they tell you.  Don’t get suckered into spending time with bad prospects. Validate early, so you spend more time with fewer prospects. Here’s how… This blog is...
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...
How to Overcome “Bad” Leads

How to Overcome “Bad” Leads

Without leads, there can be no prospects. Well, I don’t believe in leads because they never work. That argument is so old, it’s unbelievable.  If you or any of your colleagues find yourselves using this excuse, you absolutely must read the following six...