A WORD ABOUT CLOSING SALES
If you are working on filling the pipeline or following up, it may have occurred to you to wonder how you are actually going to make a sale. After all, the Daily Actions on your list are all focused on the earlier stages in the marketing cycle.
The key word to understanding the answer is focus. You have chosen to concentrate your effort on a particular stage of the marketing cycle because that is where you are feeling stuck or need more work. This doesn’t mean, however, that you should ignore the routine functions of the other stages while you are doing this. If your pipeline-filling activities turn up a hot lead, follow up immediately. If your follow-up generates a possible sales conversation, schedule it. If your ...
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