Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...

Over lunch one day last month, I had an interesting conversation with an advisor I’ve known for a long time. “I’m really committed to using the last half of 2015,” he said, “to talk to more prospects ...

Prospecting cannot be sporadic. It must be a regular part of your business – just like quoting, follow-up case management and customer service. By establishing a disciplined approach to marketing, ...

You’d think the hardest part of the sales process would be the call itself — talking one-on-one with a client and mastering the art of persuasion. For most salespeople, though, the hardest part starts ...

Whether your new-business prospecting list is purchased or homegrown, your business can take certain steps to improve sales 100% or more. The key to such success isn't just about how companies ...

Your article was successfully shared with the contacts you provided. Prospecting cannot be sporadic. It must be a regular part of your business – just like quoting, follow-up case management and ...