Month: February 2016

Abundant pipeline in 3 small steps

How many buying decisions do you think are being made in your target market right now?  The fact is, in a healthy growing market, multiple buying decisions are being made every day. As a salesperson, have you ever called a prospect only to discover they have recently gone ahead with a competitor? This frustrating situation may be more common than you first thought.  It’s one thing to lose a deal to a competitor when you have been engaged with the prospect; quite another to be unaware the prospect was actively looking. It begs the question, “How effective is your demand…

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