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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