Avoiding the Black Hole of Prospects – When to Walk Away

Yes, you have worked really hard on this potential deal. Yes, you have spent countless hours communicating with this prospect. Yes, it is hard to walk away. But, it may just be time to let this one go. Whenever you are developing a relationship with a potential lead, a lot of time and effort most likely goes into it. But […]

Using Social CRM to Build Relationships

How well do your sales reps truly know your company’s top prospects?

Have they learned what they currently know by a few phone calls? Perhaps one or two face-to-face meetings? Did they perhaps pick up a newsworthy tidbit while chatting to a person in the middle of a crowded trade show floor?

All of that information can be valuable. It should also […]