by chris | Mar 23, 2017 | Sales Process, Sales Prospecting
Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand...
by chris | Mar 16, 2017 | Sales Process, Sales Prospecting
It’s time we challenge conventional thinking with regard to who owns the lead generation process. In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. In...
by chris | Mar 14, 2017 | Sales Process, Sales Prospecting
What does the top of your sales funnel look like? More importantly, how does the top look like compared to the bottom? It’s time to get real. It’s the bottom of the funnel where we make our money. I know what you’re going to say, “You...
by chris | Mar 8, 2017 | Sales Process, Sales Prospecting
What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy....
by chris | Feb 21, 2017 | Sales Process, Sales Prospecting
We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that...
