Posts tagged as:

sales funnel

A Process Approach To Generate New Clients

by Bill Caskey on August 19, 2008

Have been thinking lately about the idea of a “process” in the lead generation world. As sales training folks, we see most sales organizations struggle with prospecting. One problem is I believe they prospect ONLY when they need the business, rather than ALL THE TIME.
I sometimes feel like we all (including us) make prospecting really [...]

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You Might Be Calling on Someone Who Hates Their Job. What Should Your Sales Strategy Be?

by Bill Caskey on September 5, 2007

This fits in the category of “things-you-should-be-aware-of-that-are-under-the-radar-screen.”
Our friends at Walker Information just released their 2007 Walker Loyalty report. Surprisingly, employee loyalty leveled off in the last year to 34% of employees being TRULY LOYAL.
Every sales company on the planet should read this report in it’s entirety. Why?
According to the Walker Report, there’s a 1 in [...]

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Dear John - Saying Goodbye to Prospects in the Sales Process

by Bill Caskey on March 5, 2007

By Brooke Green

I don’t know how you feel about Karma, but I believe that in order for things to come into your life you need to make room for them.  The same goes for your Sales funnel.
If you have stagnant, energy-draining deals in your funnel, you must move them forward or move them out. It’s [...]

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Building Your Sales Funnel

by Bill Caskey on January 13, 2007

Perhaps it’s an overused sales term–sales funnel–but since everyone knows what it means, it makes some sense to work on it today.
As a trainer for B2B  sales teams, I must tell you that “lead generation” is a hot topic right now. When I speak to large groups, I always ask the question: “What’s the biggest [...]

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Unclogging Your Sales Funnel

by Bill Caskey on November 15, 2006

===NOVEMBER 15 ADVANCED SELLING PODCAST===  (12 Minutes)
Having stalled deals in your funnel is one of the hardest things to deal with as a salesperson.  But have no fear, because this week Bill Caskey and Bryan Neale are here to discuss how to fix stalled deals and how to prevent future deals from stalling.
By making an [...]

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