Tag: Sales Qualification
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Stop Listening to What Prospects Say. Start Watching What They Do.
Know someone who’d enjoy The Craft of LBM Sales Newsletter? Forward this to them so they can subscribe here—and never miss a Thursday edition packed with practical sales insights. Whenever you sell something new, there’s a learning curve. For both buyer and seller. I’ve been reminded of this over the past six weeks as we’ve introduced our new Sales…
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How We Lost a Deal Before It Ever Started
One risk of writing a newsletter like this is trying to share insight without sounding like a blowhard who has the sales game all figured out. Because I don’t. I make poor decisions.I pursue deals I shouldn’t. I waste valuable time—mine and my team’s—more often than I’d like. What follows is a deconstruction of a…
The Craft of LBM Sales 