Posts Tagged ‘Prospective Client’

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Move the Pain Forward

It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing.

If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either.

If you eat…

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After Inbound

After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what?

  • Do you know how to qualify those leads, ensuring that you are spending your time with the…
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Counting What Counts

You never produce results without activity. But you also never produce results without those activities generating a positive outcome.

You can count the number of phone calls you make, but that’s only an indication of one part of your effort,…

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How to Lose a Deal

  1. Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length…
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4 Reasons Your Deal Stalled

Here are four reasons your deals stall and some ideas about how to get them moving again.
  1. You didn’t do the necessary work in the early stages of the process. The value that you create for your dream clients happens early in the sales process…
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