- Only calling on clients who are pre-qualified is no longer a good strategy.
- Expecting your client to be fully prepared to change and buy is a legacy belief that is out of touch with the current reality.
- You create no value by…
There is no reason to spend time with people and companies who cannot benefit from what you sell. When you target individual companies, you eliminate the kind of companies that do not need what you sell or can in no way benefit from your general…Continue Reading
There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these companies have decided to separate prospecting from the rest of the sales process, believing they will improve their sales…Continue Reading