The phone rang, I absently picked it up, thinking it was another call that was scheduled about 10 minutes later.
It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from……. We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.”
Not […]
I’m embarrassed to admit this. I have some real prospecting problems. It’s embarrassing, I write about prospecting a lot, I speak, I coach people, we run prospecting workshops. But there’s a part of prospecting, I’m embarrassed to say, that I’m really horrible at.
I’m a terrible prospect.
It’s embarrassing. I’m supposed to be […]
Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years.
But is it really tougher than anything else in selling or are we just making it much […]
It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!”
What’s the difference between good and bad revenue?
Good revenue has the following characteristics:
It generates strong profitability because it is from deals that […]
