Small businesses live and die by their ability to turn leads into paying clients. A single lost client, delayed proposal, or missed follow-up can create cashflow losses. Meridian Engineering Meridian Engineering, a nine-person firm, faced the classic sales problem:...

Owners and salespeople say, “They are overwhelmed by the follow up required to sell.” Following up is hard and requires consistent, thoughtful touches at key points.  The data says it can take 12 touches to make a sale. The more people you meet, the more follow-up...

What are the best questions to ask when qualifying prospects? How can you phrase questions so you don’t sound aggressive and offensive?   Qualifying Prospects Many of us chase prospects thinking they are likely to buy. Often, we are disappointed when they don’t....