The life force of sales is a strong pipeline that’s flowing with prospective customers. Without a pipeline of prospects, it’s difficult to have long-term growth or proper short-term results. Creating one is a two-step process.
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How to sell prospects the way they want to be sold
“Dealing with people is probably the biggest problem you face, especially if you are in business. Yes, and that is also true if you are a housewife, architect or engineer.” Those words are just as relevant for salespeople today as they were when Dale Carnegie wrote them more than 75 years ago.
The difference between being a busy and a productive prospector
Some salespeople like to brag about how busy they are. But they forget that “busy” doesn’t always mean “productive.”
A story that will get your people to follow up with leads, prospects faster
You know it’s absolutely crucial to follow up with a lead within minutes of him or her entering your system. But when it’s difficult to get others in your organization to take that message to heart, this will help:
5 signs you shouldn’t hire a sales candidate
A lot is written about what managers should look for when interviewing sales candidates. Most covers the positive signs indicating you might be interviewing a sales superstar. But there are negative indicators that will save you from hiring a walking disaster.
