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...
At the Fortune Magazine Scaling Up Conference in Atlanta, Verne Harnish, author of Scaling Up, Founder of Gazelles and Entrepreneurs Organization called me to the stage. He asked me to share a sales tip with the audience of 1000 growth-focused business leaders. As I...