Owners and salespeople say, “They are overwhelmed by the follow up required to sell.” Following up is hard and requires consistent, thoughtful touches at key points.  The data says it can take 12 touches to make a sale. The more people you meet, the more follow-up...

What are the best questions to ask when qualifying prospects? How can you phrase questions so you don’t sound aggressive and offensive?   Qualifying Prospects Many of us chase prospects thinking they are likely to buy. Often, we are disappointed when they don’t....

How do you know when marketing and sales are not aligned? Ask your sales funnel. A sales funnel shows whether marketing and sales are aligned by: Revealing lead types. Showing lead movement across funnel stages. Identifying where leads consistently stall. The funnel...