Getting Stuck in the Middle

Getting Stuck in the Middle

   Here is a situation I encounter a lot with clients.  I debrief with the client regarding a first meeting with a prospect.  They tell me that the meeting went very well. They were able to generate good rapport and there was good discussion on the prospects...
Your Pipeline: Full or Bloated?

Your Pipeline: Full or Bloated?

Everyone knows that keeping the pipeline full of new prospects is essential to meeting your sales goals.  As you evaluate your pipeline every month, how sure are you about which opportunities will be converting to sales for the following month?  Do you find...