How to Qualify Sales Leads: Save Time on Bad Prospects
When you want to qualify sales leads, approach it from the standpoint of looking for mutually beneficial relationships. That makes it a lot easier to save time and avoid bad
Category
B2B Sales Success
Get Responses: Create High-Value Communication
To get responses, create high-value communication. When you're doing this, obviously, you're not actually telling your customer "I'm here to create value in our communication." You're just doing it: Adding
The Follow-Up Mistake That Costs Sales
The follow-up mistake that costs sales (and kills communication) is a lack of sequencing. If I've got a sequence in place that says, all right, when I get a lead
How to Achieve Your Goals: A Practical System for Success
Wondering how to achieve your goals? Well, achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want,
Increase Revenue with Upselling and Cross-Selling
If you want to increase revenue, upselling and cross-selling can help. So what's the difference? Upselling means selling a better or a higher priced version of the thing that they're
Still Chasing Prospects Who Will Never Buy?
How much time do you spend chasing prospects who will never buy? If somebody is not responsive, you can decide, do I want to continue to pursue this person? Or
Social Media in Business: Conversations Over Clicks
A lot of people think the goal is to get likes and engagement, but when it comes to using social media in business, conversations and conversions are the metrics that
Are Your Priorities BS? Aligning Actions With Goals
Are your priorities BS? Well, focusing on that area in particular, looking at what are the things in my life that really are important to me? What are the actions
Stop Wasting Time on Unqualified Prospects
Unqualified prospects can be a huge waste of time. Lately, I've been on a bit of a kick in terms of commitment versus interest. If you're interested in the possibility