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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Has your business gone cold turkey?

Have your sales numbers expanded along with your waistline? Or has your time away from the office enabled the competition to steal a march on you? As you pulled the Christmas cracker and placed the paper hat on your head, were you reminded of the many work hats you wear and the struggle to separate the urgent from the important? Is your business performing well but you don’t have sufficient sales bandwidth or specialist skills to really capitalise on your success? The festive period is typically a time for reflection. Not only is it often a prolonged period away from…

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