Do you struggle to keep your pipeline full of the right quality and quantity of prospects? Are you not getting “in front of” enough potential buyers? Are you missing your sales target because you lack a strong sales pipeline?
Learn 2 super easy tips on how to determine in seconds if your buyer is a qualified prospect or a suspect.
“Sales opportunities are only opportunities because the potential buyer fit all factors for your ideal target” (Source)
“David Mattson in his book entitled “The Sandler Rules” defines a suspect as a contact (target) with whom you might… Read more Thursday’s Tip
“Stephan Schiffman, author of 12 books on sales, defines prospects as people who are progressing with you through the steps… Read more Wednesday’s Tip
“Essentially, a prospect is someone you may or may not have connected (YET) but who might be able to benefit… Read more Tuesday’s Tip
“All contacts or all not-yet qualified leads, are suspects until you have had that all-important qualification conversation” Source
“Piquing interest” is a term that is used to refer to “getting a prospect interested enough, curious enough” to spend… Read more What is piquing interest?
Over the years, I have worked with many discovery or needs analysis methods with the objective of finding out as… Read more How to Conduct the “Right” Discovery or Need Analysis!