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Archive for the ‘Sales prospecting’ Category

May 30, 2019

Thoughtful Thursdays – On lifetime value of a customer

I have mentioned lifetime value of a customer several times. So what is it and why is it important? My interpretation of lifetime value of represents the total amount of dollars your customer is going… Read More

Jan 24, 2019

Thoughtful Thursdays – Anyone home?

I receive unsolicited emails from prospective suppliers on a regular basis. They have come found us online and wish to open communications about selling their products. It is one method of prospecting that, when executed… Read More

Mar 9, 2017

Thoughtful Thursdays – Prospects not returning your calls?

Last week a sales person left a voice message for me. They identified who they were, the company they represented and asked me to return their call. Today’s sales thought is about prospects return your… Read More

Jul 7, 2016

Thoughtful Thursdays – Selling when the economy is slow

When reps are asked why sales are flat or not meeting expectations, a common response is that the economy is slow. In my experience there are always companies that do well no matter what the economy is doing. Today’s… Read More

Oct 30, 2014

Thoughtful Thursdays – Looking for new prospects?

Another common sales challenge is growing your list of prospects. Todays thought is about ways to increase the size and quality of your prospect list. How do I find new prospects? The simple answer to the… Read More