Posted under Sales
from http://thesalesblog.com 154 days ago

There is no secret to producing the results you want. You just may not like the discipline it takes to produce them.

A full pipeline of opportunities is the result of prospecting. There are no prospecting secrets. Everyone knows what they need to do to create new opportunities. A lack of some secret or sacred knowledge isn’t the problem. It’s only the disciplined action over time that separates the successful from the struggling.

There isn’t any real secret about how to control the sales process, shorten sales cycles, and win new business. To accomplish these outcomes, you have to ask for—and gain—the commitments you need. It’s not too difficult to know what comes next, why it makes sense, and what value will be created during that meeting. It’s only a problem if you are afraid of asking.

There is no magic formula for ...

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