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...
We’ve all seen a hundred times the Capital One commercial for their credit cards that ends with the tag line, “What’s in your wallet?” With that said, let me ask you, “What’s in your sales funnel?” Let’s call out the elephant...
When was the last time you did a deep dive and compared the types of names you have at the top of your sales funnel and who you have coming out the bottom as a customer? For the majority of salespeople, after the smoke has cleared, it’s amazing how the...
Ah, the blame game. It never ends, just like the merry-go-round that spins round and round. The only thing that seems to change are the kids on the ride. Gee, sure sounds like a lot of Sales and Marketing Departments. The question “who is to blame for bad...
It’s Guest Post Monday, and speaker and author Joanne S. Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” That’s what more than one marketing executive told me at a recent...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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