Archive for the ‘Sales’ Category
Thoughtful Thursdays – Avoid being fooled
Have you ever had the feeling your prospect might be using you as a lever to better their position with the existing supplier? Fair or not, it happens. With forethought and planning you can lessen the chances… Read More
Thoughtful Thursdays – Shorten your sales cycle
I have talked about shortening sales cycles before. Recent client meetings have inspired me to write about the topic again. Successful professional sales people consistently seek ways to shorten their sales cycle. Today’s thought is… Read More
Thoughtful Thursdays – Prospect more effectively…
…and sales will develop faster. It makes sense, but as always what sounds easy is not often easy to accomplish. Today’s thought is about the task of prospecting and how one can work on improving the… Read More
Thoughtful Thursdays – I need to think about it
These are words that can foreshadow a longer sales cycle than expected, unless you have a response to prevent it from happening. Think about the reasons that may be in play for this common objection to closing… Read More
Thoughtful Thursdays – Finding the right person to talk to…
… can be a frustrating experience. So frustrating in fact, that some may abandon the prospect before the sales cycle even begins. On subject of abandoning a prospect, if you know the products and/or services you represent will bring… Read More