by Shaun Heuerman | Jun 2, 2011 | Sales & Marketing, Sales Process
Your green light has suddenly turned red. What happened? You’re out of your zone? The cosmos are conspiring against you? Well, believe it or not, your sales funnel doesn’t depend on the stars (although it can seem just as futile to try to control your “bad luck” at...
by Shaun Heuerman | Mar 17, 2011 | Customer Success, Sales & Marketing, Sales Process
Anyone who has seen The Sound of Music knows there are seven notes in the musical scale, from ‘do’ (a deer) to ‘ti’ (a drink with jam and bread). But do your salespeople know about the seven notes on the sales question scale? Not all questions are the same. Just as...
by Shaun Heuerman | Dec 2, 2010 | Profitability and Growth, Sales & Marketing, Sales Process
Unpaid consulting. What else can you call it? If your people are creating a plan for a prospect, running it past the credit committee and then not getting the deal, the expense has been hideously high and you feel a little… well… cheap. Don’t you?...
by Shaun Heuerman | Oct 14, 2010 | High Quality Loans, Sales & Marketing, Sales Process
We’ve seen easier times. Remember when loan requests just walked through the door? That was nice while it happened, but you may not want to hold your breath waiting for the “good old days” to return. This may be the new “normal.”...
