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Sales Answer Man: How Do You Nurture a Lead When the Prospect Is Not Ready to Buy?

Q: How do you nurture a lead along when the prospect is not ready to buy yet? What tips do you recommend? A: I really appreciate your using the word “nurture” in your question. One of the three most important words in professional selling is nurture, nurture, nurture! Most salespeople feel pressure to push, prod, convince and cajole their prospects into doing something. In essence, they transfer the pressure to…

Design Thinking for Mental Resilience

It’s May! Did you know it’s also Mental Health Awareness Month? It’s exciting to see more and more employers embracing their role in supporting the health and wellness of their employees. I think everyone can agree that work/life balance is no longer a trendy buzzword or a “nice to have.” We have reached a tipping point. Companies that invest in the overall well-being of their team members will thrive, while…

Why You Need an Outside Perspective in Marketing

It’s hard to see through the forest when you’re in the middle of it. Just like in life, the marketing perspective from the outside is often clearer than from the inside.  We have experienced this over and over again with our clients—they become so hyper-focused on the details of their businesses that it becomes difficult, if not impossible, to see the bigger picture. Getting an outside perspective can provide much-needed…

WooCommerce vs. Shopify: Which One Is Best for Your eCommerce Business?

Knowing the best way to set up and manage your online store can be pretty difficult in 2021, especially with two ecommerce titans vying for the number one spot. We’re talking — of course! — about the age-old battle of WooCommerce vs. Shopify. One is a free, open-source plugin, while the other is a pay-monthly, ecommerce CMS — but pricing aside, which one is actually best for your ecommerce business?…

Unread Contracts Get Revenge Without an Effective Contract Administration Process

Contract administration or contract management refers to the processes and procedures businesses need to manage the negotiation, execution and ongoing management of their contracts with customers, vendors, contractors and consultants. An effective contract administration or contract management process is a “must have” for every business, regardless of size.  We’ve touched before on the desire for contracts to be balanced in their terms and reasonable and clear when describing the parties’…
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