Nurturing Prospects

Nurturing Prospects

You have made a call or two on a prospect, qualified them, and rate them as high potential.  The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit.  Your challenge is to maintain contact so that when they do...
8 Ways to Identify New Suspects

8 Ways to Identify New Suspects

Every sales organization, and every sales process, begins with identifying a group of suspects.  Suspects are people and organizations you suspect may one day do business with you.  They aren’t yet prospects, because you don’t know if they have a legitimate need for...
5 Sales Strategies to Develop Accounts

5 Sales Strategies to Develop Accounts

Salespeople are most successful when they use proven sales strategies to develop accounts. It makes sense. Rarely will you make one sales call on someone and then never see them again. More likely, you will come to know these customers. You can’t expect to sell...
Adding Value to Every Sales Call

Adding Value to Every Sales Call

Are you wasting your customers’ time? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago.  Time is more precious today than ever...