If you run a small services business, you spend a lot of time thinking about where your next customer will come from. Given the time you invest in building a sales pipeline, you might be surprised to learn that almost everything you have been told about the sales process is wrong. Traditional sales thinking puts all the emphasis on stuffing the funnel with prospects. If you cast your net wide and slowly percolate your prospects, you’ll ultimately distill fully fledged customers—or so the...
Read More >>