How many leads have come into your business since the beginning of time that never closed? That is a salient question. Who knows how many, but I bet there are a lot.

Whether a small company or a large one with a sales force, the leads that are always best are the ones that are easy to close. But what about the prospects that were reached but never closed? They are in an abyss - The Unclosed Sales Lead Abyss, technically speaking.

What are you doing to follow up? Are you following up? Do you have a fixed idea in mind about some time frame that those leads then become dead ... full article

How long does it take to get a client? First, the client has to become aware that we exist, and then that we can solve his problems with our products or services. That growth of awareness is a slow process. It takes time. ... full article

Over the past 35 years, I have been involved in the development and deployment of scores of sales lead generation programs. Here are the 21 most significant truths I've learned. ... full article