Category:
How Long is your Sales Cycle?
October 26, 2006
There is an old Chinese saying – “The best time to plant a tree was 20 years ago, the second best time is today”.
Well this applies to our sales results as well in the fact that the sales we are getting today were made possible only by the activities we completed in the past. [...]
Managing Existing Clients vs Chasing New Business
October 13, 2006
Last time we were looking at prospecting ratios and the numbers we need to generate to achieve our targets. A vitally important activity that is often overlooked is prospecting for new business within our existing client base. Many salespeople work to the “4 F” rule – Find them, Fondle them, Fumble them, [...]