Lori Hubbs
Lori Hubbs Quick Facts
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
Leverage Your Preparation
Preparing for a sales call, while it still takes discipline and time, has never been easier. Technology (CRMs, Google, other web resources) has dramatically reduced research time. The other side of the coin is that technology has made business more instantaneous and that has put more demand on salespeople’s time.nnAlthough preparing for a call can be done more quickly, preparation continues to be an area where many salespeople fall short in two ways: not preparing adequ
January 23, 2009
Article
Getting the Straight Scoop
Win or lose, how diligent are you in placing a call to get feedback from your clients about why they did or didn’t choose you? There is so much to learn — whether to identify strengths you hadn’t even recognized as such that you can use to win future business, to know what appeals most to your client so you can be extra sure to deliver on that, or to correct misses and prevent them from happening to sink future deals.nnEven if you ask for feedback and get ju
January 23, 2009
Article
Leads, Leads, Leads
In a more challenging economy clients’ decision processes often become more protracted. You think that salespeople would jump on every possible lead.nnYet our research and experience show that, even today, many leads are too easily discounted. For example, some salespeople mistakenly discount a lead because the level of the contact isn’t high enough. Yet research shows that many opportunities begin at the operational level.nnMore over, as much as 80% of leads that
January 23, 2009