by chris | Sep 5, 2017 | Sales Process, Sales Prospecting
How many prospects do you have in your sales pipeline? Now how many of those prospects are moving forward? Are you keeping prospects in your pipeline that have little chance of ever becoming a customer? If so, then you don’t have a sales pipeline. What you have...
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 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 | Jul 29, 2013 | Sales Prospecting
Thinking about a prospect is not the same as contacting a prospect, so it’s about time we quite confusing the two. Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how...
by chris | Feb 15, 2013 | Sales Leadership, Sales Process, Sales Prospecting
The urge to cut your price to close a sale is something we all face, and for many salespeople, it’s almost a daily occurrence. There are a number of ways to decrease the temptation to cut your price and one very effective way is by having a full pipeline. When...
