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Prospects

Prospects Aren’t Always Prospects
Monday, 24 May, 2021
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But that’s not true or we’d be closing a lot more business

Upselling: find additional business in existing accounts
Monday, 12 Oct, 2020
Upselling: find additional business in existing accounts

Many years ago, just as technology was becoming ubiquitous, I closed

Recognize Buyers on the First Call
Monday, 13 May, 2019
Recognize Buyers on the First Call

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he