Sales Prospecting

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To Get the Right Customers, Cop an Attitude

Declaring you’re special—and showing how it’s true—can help win you the kind of clients you want to serve Read more

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This 13-Year-Old Probably Knows More About Selling Than You Do

Learn from the sales tips of this record-setting Girl Scout Cookies seller Read more

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Lead Generation Sites Heading to Court

A leading Internet site is suing another of 11 infractions, including stealing trade secrets. Read more

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Too Many Leads? Use Filters to Get Fewer, Better Prospects

Ask questions and employ online forms to edit the list Read more

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How to Set Up—and Turn Down—a Prospect

Learn the potential client's expectations (and set your own) from the start by using the PALO approach Read more

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Why Generation-Specific Marketing Doesn’t Work for Remodelers

The distinctions are getting too fuzzy to serve your specific needs Read more

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The Customer Is Always Right ... If You Pick the Right Customer

Strive to accept jobs only from people you think will be able to work with you Read more

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When Sales Disappoint, Ask Yourself: Where Does It Hurt?

Odds are, one of these pain points is limiting sales Read more

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Don't Pass Up the Follow-Up

You've just wrapped up your first meeting with a prospective customer to go over a potential project. Now what? Read more

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Here's the Kind of Dripping That You Want to Have

REMODELING consultant Paul Winans suggests you draw inspiration from a dribbling faucet next time you're having trouble with a hard-to-reach prospect. Read more

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