Who Is Your Next Target: Your Current Clients, Referrers or Prospects

Last week, we talked about flipping the Sales Funnel upside down so that more selective prospects are attracted to you, generating more sales with less effort. Prospects, however, are only one part of building a durable and sustainable pipeline. Current clients and referral sources are more critical than prospects to establish a strong foundation for […]

Be Selective and Create Better Leads with an Upside Down Sales Funnel

When we go to business networking events and ask, “who is your audience,” we often here a one-word answer. Everyone! This answer is usually the result of a very ambitious new-to-sales salesperson or an unclear understanding of the company’s target customer. When there is not a clear understanding of your target, it is hard to […]