Importance of Prospecting for a Healthy Pipeline

Importance of Prospecting for a Healthy Pipeline

What Makes a Healthy Sales Pipeline? Having a sales pipeline with insights into where leads are in your sales cycle is great, but it doesn’t necessarily mean your pipeline is healthy. Once you have a robust pipeline, are you still focused on filling it, nurturing it,...
Are you a “97 Percent-er” . . .

Are you a “97 Percent-er” . . .

Chris and Tom were hiking in the woods when, all of a sudden, they see a big black bear about 100 yards ahead of them. Shocked, the two guys look at each other and start running in the opposite direction. After about 2 minutes, Chris stops and drops his backpack. He...
How Bad Sales Behavior is Killing Our Profession

How Bad Sales Behavior is Killing Our Profession

The job of sales people has become increasingly difficult. Buyers are inundated with emails, calls, social media posts and piles of content marketing—and buying is so complex that indecision has gone up 20% (read: no sale). Sellers now struggle to find more creative...
How to Leave the Perfect Voicemail

How to Leave the Perfect Voicemail

Leaving the perfect voicemail is a critical sales skill Anyone in business development does (or should do) a lot of outreach.  They do research, send emails and hopefully, use the telephone. Business development people are faced with a lot of decisions such as what...