CHAPTER 8

REVENUE GENERATION: THE NEW BUSINESS FUNNEL

At this point, it should come as no surprise when I tell you that the key to new business development is, at its root, being an extremely disciplined salesperson, both in your personal organization/operation and in the steps you take to close business. Most salespeople are so wound up about closing business and making money that they’re not inclined to perform patiently and thoughtfully. They are always thinking about getting deals done—and often—so it’s natural that they rush clients to the close.

Great salespeople, however, have “game” and know how to utilize the process of selling to achieve their ultimate goal. When they spend time with clients and potential customers, they know that closing ...

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