Converting Suspects to Prospects
During my career I have noted that most salespeople waste a lot of their time by not properly qualifying their sales prospects. How does one separate suspects from prospects? I have found that there are four hurdles you need to ensure that a suspect clears before you spend any significant time with them. The four hurdles are: Need. Does the prospect truly need your product? You should ask a few...
Lessons from Six Sigma
If you aren’t familiar with the term, Six Sigma, it is a set of business management practices originally developed by Motorola in 1986. It achieved widespread notoriety after Jack Welch implemented it throughout General Electric during his tenure as CEO. Six Sigma is designed to improve the quality of products or processes by identifying and eliminating defects in products or processes. A...
Email use is now the norm in most every business in America and around the world. You would think that with the heavy use of e-mail people would learn how to use it effectively by now. I still cringe about half of the time when I get e-mail because of misspelled words, run-on sentences, lack of capitalization, poor grammar, and the one that drives me the craziest: the ubiquitous use of...