Today, I'm supposed to be in Boston with the Scaling Up Coaches for the CEO Summit where Verne Harnish will speak. Sadly, and thank to my first bout with Covid, I cannot be there and am experiencing F.O.M.O! In honor of the CEO Summit, I'm rereleasing this article I...
Most business leaders and sellers are good at setting next steps at the end of a prospect meeting. They are also fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is in effectively nurturing prospect...
You speak with a prospect who tells you he/she is interested in your services. You’ve contacted that person many times (all the while using the 3 P’s of prospect follow up – Persistence with Patience without being a Pest) with no answer…now what? Are they no longer...
Caring for your pipeline means nurturing your leads so that they move from one step of your sales process to the next. Suppose you’ve had a meeting with a prospect who is interested in your services but, doesn’t need you right away. What kinds of communication will...