The Importance of Good Follow-Up

Monday, October 20th, 2008

We all know that good follow-up is vital in sales. According to the Gartner Group, almost 70% of leads are mishandled in some way. So great follow-up will give effective salespeople a huge advantage over less rigorous competitors.
But how many times have you come back from a meeting or networking event and received this [...]

Ask for that meeting - and grow your sales!

Wednesday, March 12th, 2008

Early in my sales career I learnt a very simple tactic which made a significant difference to my sales - and I noticed recently that I had stopped using it. So as well as restarting its use for myself, I thought I’d share it. It’s most appropriate for consultants or other professionals who have to [...]