Category: Sales Leads

You are NOT calling on the right person!


Well, that’s a shocking headline.  The simple truth is, more often than not, multiple people are involved in the buying decision.  Some research suggests it is often more than five.  Think about it.  You have your contact, their boss(es), purchasing, the controller and maybe someone in manufacturing or engineering.  You may be calling on one… Read more »

There are no secrets


It’s no surprise that the speed of business has accelerated dramatically in the past decade.  Our customers have more resources at their fingertips than ever before.  What used to take an hour of research in hard copy directories now takes mere seconds online.  Not only do they know more about what they need/want to buy,… Read more »