Lead qualification and conversion picks up where lead generation finishes. The efficiency with which sale ready leads are converted to sales…
Lead qualification and conversion picks up where lead generation finishes. The efficiency with which sale ready leads are converted to sales…
Hundreds of razor sharp teeth and a dorsal fin are heading at you. You instantly feel your heart jump out of your chest. With your head bobb…
Many salespeople, especially those new to sales, often take it personally when a prospect says “no” and fail to persist with their prospecti…
I left the Sydney Airport terminal and was welcomed by the humid morning air. I positioned myself at the cab rank and waited in line for…
Sales managers are being told to do more with less and to work smarter to get peak performance from their sales teams, despite increasingly …
Last week, I looked at why it is critical that we aim our lead generation strategies at the places where our target customer lives, works, r…
What do a doctor, politician, priest and CEO all share in common? As people, they are all defined by their title. What makes these title…
As much as people want sales to be considered a science, the reality is that it has always combined a collection of facts with human judgmen…
While it is important that we collect enquiries, it is critical that we aim our lead generation strategies at the places where our target cu…
Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers: some are …
Last week, I wrote about the lead pipeline or lead conversion process, which is a complex process that requires extensive interaction betwee…
Listening skills… “What was that?” I said… LISTENING SKILLS are a critical ingredient to any businessperson’s success. Listening is a so…
