It’s hard to sell when your customer doesn’t get a word in edgewise. For all your lecturing, demo-ing, and just plain showing up and throwing up (ah, what a wonderful phrase), you finally come up for air. And the client is still looking at you. No comment. No interest. No way are they going to… [Continue Reading]
So What?
The Fable of the Funnel of Doom
Once upon a time, some very nice engineers working for a custom manufacturer were told by their Boss that they had to SELL. Or else they might lose their jobs. The engineers tried to sell. They thought of the word “sell” as the equivalent of a four-letter s-word! They were cursed! They huffed and puffed… [Continue Reading]
Building Business or a Funnel of Doom?
My customer leaned back in his chair and sighed: “Look at this drawing the engineering department at Company X created.” He opened a folder, took out a drawing of a funnel-shaped spiral, and pushed it across the table. The top of the funnel was labeled “RFPs.” The bottom of the funnel, the narrowest part, was… [Continue Reading]
Are You creating a Sales Funnel Or an RFQ Mill? Part Three
What does creating a sales funnel have to do with aerobic exercise? How many of you exercise? How frequently? Now and then? Or do you have a regular schedule that you keep, say, at least four times a week for at least 30 minutes? Think of how it was when you started your exercise regimen,… [Continue Reading]
Creating a Sales Funnel or an RFQ Mill? Part Two
How does the RFQ play out in creating a sales funnel? Part One of this three-part blog post looked at the importance of PROSPECTING. Although you may dread this aspect, let’s face it: it’s the start of the sales cycle. Prospecting includes enlightening current customers on the value of expanding the scope of services they receive from you. Part Two… [Continue Reading]
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