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Prospects Aren't Really Prospects
Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your job as a seller is to place your solution. Unfortunately, we do it the long, hard way: we assume - and this is a baseline assumption in the sales industry - that when we notice a ‘need' that our solution can fulfill, we have a prospect. Yet we consistently close 7% of our ‘prospects.' Obviously our assumption that a prospect with a need which our solution can resolve is a specious assumption.
Lead Gen Isn't Enough
Do you spend a lot of time collecting names that might be prospects? Do you spend a lot of money learning how to follow prospects on line, so you can guess where they are in the decision making process? Has all of this activity substantially increased your ROI? What you're forgetting - or ignoring - is that no matter what information the buyer needs, or how often they (and their colleagues) visit your site, or how deftly follow their activity with your ability to track ‘Digital Body Language,' at the end of the day, you will not be there when they sit down to decide.
Achieve Your Goals in these 6 Easy Steps
Throughout your life you have made goals and made plans to achieve them, and sometimes you were successful and sometimes not. Every day that passes you are either moving closer to your goals or letting them slip further away. It is something like making decisions, even when you do nothing it is still a decision.

How Good IS Your Victim Story?
I believew that if we have a better understanding of what exactly is a victim story, how to recognize it and that it is unhealthy for us that maybe, just maybe, we would be moved to choose something different. One person choosing somethings different can have wide spread ripple affects.
Does Your Company Need Working Capital Cash And Funds ? Canadian Business Cash Flow Lending That Works!
Information on working capital and cash flow solutions in Canada . Where to access the funds and cash you need for lending that makes sense from a business financing perspective .Canadian Business Financing Solutions

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