Unbound Growth Blog

What does 'other-focused' mean in sales follow up?

Posted by Carole Mahoney  12/18/14 7:30 AM

Have you ever thought; "I had a great conversation with my prospect. I did a great job getting them to share and I got everything that I needed, put together the best proposal of my life, and now I can't get them on the phone to close them. What should I do?”

Some say "stop fixing them," and they are partially right. But there is another twist to that, and that's to stop getting everything you need. First, find out everything that they, the prospect (a real live person!), wants and needs.

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Topics: sales coaching, sales follow up

Smarketing Commentary: Maybe We're Just Not That Into You

Posted by Cheri Gaudet  12/28/11 4:17 PM

Do you want any customer, or the right customer?

I've had some interesting conversations in the past couple days, and some of the things I've been hearing have made me pause and think:

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Topics: smarketing, sales follow up

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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