An effective sales pipeline should not look like an EKG. If you track the quantity and quality of prospects within a typical sales pipeline for a sales professional, you will find most look like an EKG. They have significant peaks and valleys, which is not efficient and makes forecasting […]
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Names are priceless… especially when it comes to business development and sales. Nothing bothers me more than watching organizations throw away or lose valuable names. Names are the life blood for business development and sales professionals. Without names, there is no one to contact, no one to prospect, and […]
A Diagnostic Prospecting Campaign Can Generate a 40%, 60%, and Even 80% Sales Conversion Rate Diagnostic prospecting is a type of campaign used to fill a sales pipeline with qualified leads. Diagnostic campaigns utilize surveys to capture critical research data target customers desire and are willing to complete in […]
A research survey is one of the most effective tools to build and sustain a sales pipeline. The Reason: A research survey gives a sales professional the opportunity to review the results with an interested prospect. In other words, a research survey generates “warm leads”. What makes a research survey […]