Sep 15, 2024 | CRM
What signs tell you that your prospect is serious? Asking the right questions will lead you to answers about your buyer’s intent. Why Buyers Buy from You What criteria do your buyers use before purchasing from you? Sure, your product is good, and you are trustworthy....
Sep 2, 2024 | CRM
How do you know if a new prospect is real? Here’s the scenario. You meet a prospect who expresses interest. Is that person a blowhard or really interested? Nurturing while qualifying a prospect is an art and a science. Your time is too valuable to waste on blowhards!...
Aug 16, 2024 | CRM
Harry Hectic owns HH Consulting, an engineering firm. 3 years ago, Harry employed 3 salespeople and 4 engineers. Harry had a great reputation but hated making sales. The sales team used sticky notes, spreadsheets, and handwritten lists to manage tasks, prospects, and...
Aug 7, 2024 | CRM
Congratulations! You’ve built a steady stream of incoming leads. How many touches does it take to convert your leads into sales? What steps do you take to convert your leads? The answers depend on what you sell. The Challenge Reaching your leads, multiple times over...
Jul 23, 2024 | CRM
There are many reasons to hate a CRM. See “I Used to Hate CRMs” for examples. Whether you are undisciplined and won’t try or you tried a low-priced CRM, received no support from the vendor, and became frustrated, many reasons exist to be scared of CRMs. What if you...
Jul 10, 2024 | CRM
A well-known statement bears repeating – It takes up to 12 touches to close 80% of the sales in the U.S.A. Follow Up is the Differentiator What is the impact of follow up on sales? While the nature of follow up varies across industries based on your sales cycle,...
