Posts Tagged ‘ Qualifying Prospects ’

Calculating the True Cost of Marketing

Over a century ago, retailing pioneer John Wanamaker famously said “Half my advertising is wasted, I just don’t know which half.” The same challenge confronts most companies today. But what if you could know exactly which of your lead sources was producing what results and calculate your marketing and sales costs to the penny on [ READ MORE ]

Explaining The Sales Cycle

Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along [ READ MORE ]

Supercharge Your Sales with Laser-Sharp Target Marketing

Looking for that “one thing” you can do that will supercharge your sales and make your salespeople incredibly happy and productive? Try this: Focus all your marketing energy and resources on one or more specific target markets. Believe me, it’s critical to your sales success. But how do you do that? How do you decide [ READ MORE ]

Recruiting Top Producing Salespeople

Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be [ READ MORE ]

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