by Paul DiModica Are you managed by your prospects? Are you projecting your needs onto prospects — hoping they will buy? Are you held hostage to the small size of your sales pipeline? To sell more products and services, it is important to manage prospects — not have them manage you. Selling is a profession [...]
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Tags: Business, commitment, Family, Kevin McCann, LLC, Management, marketing, prospect, Prospect Engagement Outline, Prospect Time Management, Revenue, Sales, Sales process, Selling, Strategic management, The Executive Strategy Group 
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by Paul DiModica As salespeople, we must manage prospects’ buying cycles with our selling cycles. When trying to sell prospects, we sometimes discover they do not know how to buy correctly. So your prospects’ lack of buying skills can affect your sales success and the accuracy of your sales forecast. Taking this into consideration, how [...]
