When Your Prospect’s Silence is Deafening

Prospecting Too many Details

One of the biggest challenges in selling is trying to keep contacts engaged when you’re prospecting. Business owners and C-level executives often have too much going on, which causes delays in scheduling meetings and making decisions. Even the most high-priority projects can fall by the wayside. That means when you’re prospecting, your message has to be doubly […]

Two Steps to Put Clients in a Referral Giving State of Mind

Good Referral

The majority of buyers report that they overwhelmingly trust word-of-mouth recommendations from peers and colleagues. These referrals drive purchasing decisions more than most other factors. You know that referrals are a great way to keep your pipeline filled with qualified leads, but when you ask, you strike out. “Sure, I’m happy to refer you – […]