Continual prospecting is key to successful selling

This eternal search can take many shapes.  A fan of this column says they are required to spend 60% of their selling time prospecting. If you don’t prospect you die. Not in the literal sense but the professional one. Prospecting is the never-ending search for potential buyers for your product or service.  Unfortunately, for most sellers it’s…

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Are processes losing your company sales?

If you are losing sales, perhaps it is not that your company is unattractive. Far from it. It’s just that you pong. “We don’t take cards. We only take cash.” You curse under your breath and drive to the next petrol station almost bordering the one you’ve just left. And guess what? Emblazoned everywhere is…

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