Our archives go back several years so do indulge yourself!
Main Content
This Month …
Featured
A couple of years ago, I worked with a national sales team on improving their conversion rates. One of the steps in the process included reviewing past leads to determine if they were still qualified to buy. Any lead that did not meet the criterion the team had set out was de-prioritized and moved to a central pool of past leads to be re-qualified.
During this exercise, one of the more tenured sales reps, Rebecca, pushed back on the idea of ... Editorial
Time is the ultimate currency in sales. The difference between mediocrity and mastery often boils down to how they invest their selling minutes. Top performers don’t squander it on pursuing unwinnable deals. One way they protect their most precious resource is by having a dedicated focus on deal qualifying throughout the sales process, especially during ... Want to reserve yourself a copy? Sign Up Here and we'll add you to the list.
Want to reserve yourself a copy? Sign Up Here and we'll add you to the list.