When you meet new people, how do you connect with them quickly? Why are some people able to connect deeper, faster than others? Perhaps  shared interests, mutual activities, similar feelings do play a role, but social psychology says a more primal subconscious process is at play. For sales, this is a process that can be […]

There are a number of factors that can be used to qualify inbound B2B sales leads. Do they have the authority to buy? Do they have a budget allocated? But I think the most important qualifier is how much a prospect needs your solution. I’ve found that when prospects have a need for a solution, they’ll […]