by chris | Dec 6, 2017 | Sales Prospecting
We’ve all heard the concept “nurturing leads.” If you haven’t, it’s the strategy where you take a lead and you put them into some sort of a cadence where they receive touches from you on a regular basis. The idea is if you touch them...
by chris | Aug 9, 2017 | Sales Process, Sales Prospecting
Everyone wants a full sales pipeline. There’s not a sales manager in the world who isn’t continually beating up their sales team to get more into their pipeline. News flash! It doesn’t matter what you put into your sales pipe that counts! What...
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 15, 2017 | Sales Process, Sales Prospecting
With technology and the ability to track information comes the risk of over complicating the sales process. I see this a lot with companies I’m asked to assist. They’re excited to show me how they’ve dissected the sales process. It has the feeling...
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...
