Month: June 2014

Should I leave a voice mail?


How often does your voice mail message get returned when prospecting? I bet not very often. If thats the case then why would you even bother leaving a message. Because leaving a brief and to the point message helps build your story and connect you with your prospect contact. It typically take 7-11 touches before

The three critical phases of sales – Qualify, Convince & Close


If you break down sales into its simplest form there are three critical phases, the qualification phase, the convincing phase and the closing phase. When selling an enterprise solution all three phases are equally important.  You can’t convince unless you’ve qualified and you can’t close if you haven’t convinced. Each phase if done right will