Mediocre People

This quote is from the JustSell.com daily email.  I thought it was excellent: “Mediocre people have an answer for everything and are astonished at nothing.” Eugene Delacroix (1798-1863) French Artist

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Quoting Is Not Qualifying

I run into this topic often and it is one worth defining.  Many companies value quotes as strong sales activity.  Now don’t get me wrong, quotes are a step in the sales process and typically one that occurs before a close.  However, companies that have under-defined sales processes often choose to substitute quotes for qualifying. Here is what I mean – just because a suspect asks for a quote does not mean that they are a prospect.  This applies to customers too.  First, let’s define suspects and prospects. A suspect is a company that shows some interest in your product or service but you are not sure of the level… Read More

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