September 2012

Targeting Top Prospects

When charged with acquiring new business, the natural and essential first questions are: “Where is the business going to come from?” and “Who should I be pursuing?” If we are putting together a prospecting and new business development sales attack, we need to know where to go and whom to target. That’s why selecting targets is the first step in the process. Quite simply, we can’t prospect if we don’t know who the prospects are.

Interrogated

Thinking Your Way To Increased Sales

A recent headline from a McKinsey report on sales trends spoke volumes: “Customers want it all.”

Develop Me or I’m History

Even during challenging economic times, your best and brightest have options. Failing to help them grow can lead employees to take their talents elsewhere. They become “history.”

Pages