The subject of our chat centered around secrets and strategies to growing new sales from old customers.
The show was originally published here.
Here is a sampling of some of the things we discussed on the show:
I’m curious, what is the 48-Hour Rule™?
What does it mean for business leaders listening?
Isn’t providing great products or service enough to expand business with existing customers?
You talk a lot about having a ‘strategic mindset’ and approach, how is that different from a traditional sales approach?
You mentioned the importance of call planning, how do you advise your clients to prepare for important sales calls?
Can you expand on ‘executive cultivation’? This seems to be a challenge for many sales people.
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