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Recent Blog Posts
- How to Increase Trust in OrganizationsOctober 7, 2015 - 8:19 am
I was grocery shopping one Saturday. It was 2PM, 96 degrees out – pretty hot for New Jersey – and I was in the checkout line. The cashier had started sliding my purchases through the register, when suddenly I noticed a bag left over from the customer before me. She had left and gone to her car. The […]
- Is Your Lead Generation System Causing You to Lose Clients?October 5, 2015 - 10:28 am
Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one CRM article put it: “…the process of lead qualification has been codified into the 8-4-2-1 Rule…for every eight leads that pass preliminary qualification, […]