Don’t leave it down to your prospect to get back to you. They might be keen as mustard, but if they’re busy and get distracted by a mountain of other stuff that goes on in their business, they may forget to get back to you. Make...
When a prospect compares your proposal to their current pricing, they feel they are comparing apples with apples. But, that’s often not the case! It is all about how your pricing structure works in comparison to their existing supplier’s model. If you, like most in the...
The face-to-face meeting, (or perhaps video call in this new socially distant climate!), has to be spot on. Not only to work for you and your sales process, but to give the best impression to the people who’s business you want to win. So, what’s my...
Rinse & repeat! Why go to all of that effort of cultivating a list of target prospects, profiling them and setting them on your conveyor belt of marketing activity, to then let the juice run out. They’ll simply go cold, forget you exist and when...
There’s no point in going to all that marketing effort if you’re not going to follow it up. Even for technology businesses, the human touch goes an awful long way in cultivating new business. There’s no other way to build a rapport, qualify a prospect, articulate...