Dave Kahle

Whenever I ask salespeople to rate themselves on their competence in the different parts of the sales process, they invariably rate themselves low at closing the sale.

Every sales organization, and every sales process, begins with identifying suspects—people and organizations you suspect may one day do business with you.

I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques and strategies that worked well in the past (i.e., before 2010), but are no longer effective.

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