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…

The customer is not always right. You are not a customer service representative. You are a salesperson. And it is not the job of the salesperson to tell the customer that they are right or that they can have what they want (at least not the way…

My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model…

“How do I lead and manage a sales force having never had any sales experience?”

I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should…