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...
by chris | May 8, 2012 | Sales Process, Sales Prospecting
How is your sales pipeline doing? Is it turning out the types of leads you need or is it merely junked up with stuff you don’t realize is junk? Too many salespeople keep leads in their sales pipeline that have zero potential of every resulting in sales, but they...
by chris | Jun 16, 2011 | Profit Maximizing Price, Sales Prospecting
I’m digging deeper into 8 Ways to Increase Your Price. This is part 2 of an 8-part series to explore each of the 8 ways. Be sure to take a look at Part 1: Believe in What You Sell. If you are struggling with pricing, it could be you are paranoid about the depth (or...
