No system is perfect and any process which involves the interaction of buyer and seller is going to be subject to many internal and external…
No system is perfect and any process which involves the interaction of buyer and seller is going to be subject to many internal and external…
Many sales people think their job is done as soon as the agreement is signed, but without a proper handover to the post-sale activity, serio…
In my last article, we looked at how important it is to make sure sales team leaders have oversight of the staged lead conversion process. I…
This article first appeared on June 6, 2008. Help me Aunty B, We’re preparing a tender for a city council at the moment to be on their des…
The staged approach is designed to increase the qualification level as well as ensure rejection if a fit is not possible. Hanging onto a …
Lead qualification and conversion picks up where lead generation finishes. The efficiency with which sale ready leads are converted to sales…
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…
Last week, I wrote about the lead pipeline or lead conversion process, which is a complex process that requires extensive interaction betwee…
A complex sale process that requires an extensive interaction between customer and vendor is usually referred as a lead pipeline or lead con…
The Australian Competition and Consumer Commission (ACCC) is taking three energy retailers to court over their door-to-door sales practices….
A crucial part of marketing is to make it easy for the customer to undertake an evaluation of your product or service. We need to answer …
We know that the buyer recognises a need, searches for information to find which products or services will satisfy the need and then evaluat…
