Garbage In, Garbage, Well You Know
Over the years, I've offered the following wager to hundreds of sales and senior executives: "I'll bet my house, right now, that you have people out w…
Tag: Prospecting
Gone Fishing
I've written about defining quality criteria for prospects to rate your leads as they enter the sales process. Now, let's explore what happens after y…
Do You Believe in Magic?
For all the talk of sales process, there's still an element that can't be reduced to hard numbers.
Brain Surgery, Anyone?
Breaking down the sales process into the care model can help divide duties, open up communication, and keep customers buying.