Suspect to Prospect: The 1st Rung of the Sales Ladder

image courtesy Michael Becker, Fox Network

If the number 1 reason for missed sales is not asking for the order, then a close second has to be the mis-applied sales pitch; that is, trying to sell to non-qualified prospects.  This is particularly true for high value B2B sales, such as new technology or outsourced professional service contracts.  You just don’t have the time to gamble on sentries, tire-kickers or lonely junior execs looking for someone to talk to.  Top professionals maximize their personal and company time and resources and only present solutions to qualified, high-likelihood buyers where the deck is stacked to win. Read More…

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Tapping Your Sales Network: 5 Myths That Need Busting

sales network, contact network, networking tips, networking mythsAnyone directly or indirectly involved in company sales knows that long-held truth that the bigger your personal network, the more opportunities you’ll get for your company.  The challenge comes when we lose sight of the distinctions about how to effectively tap a personal network, resulting in no additional sales and weakening the network.  So what should you watch out for?  Here are five myths about using your network for sales and how to do it the right way. Read More…

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