“Refining your prospect list to avoid wasting time on people who are unlikely to buy from you. That’s what we call qualifying.”
"People don’t buy features, they buy benefits. Features answer the question what is it? Benefits answer the question what’s in it for me?"
- Tom Abbott
Awareness
"Don’t assume it’s about your sales process, it’s about their buying process."
- Tom Abbott
Awareness
"View the customer as a friend, not a purchase order."
- Tom Abbott
Relationships
"Share the content, spread the word. Talk about what you know and what you love. Leads will come in."
- Tom Abbott
Motivation
"Every single lead is gold. So it’s a race for whom can respond to that customer the fastest."
- Tom Abbott
Motivation
"It takes less time to do things right than to explain why you did it wrong."
- Henry Wadsworth Longfellow
Efficiency
"There’s a tremendous power in using the least amount of information to get a point across."
- Rick Rubin
Efficiency
"Nothing is less productive than to make more efficient what should not be done at all."
- Peter Drucker
Efficiency
"If you measure it, it will improve."
- Seth Godin
Efficiency
"Good customer service costs less than bad customer service."
- Sally Gronow
Efficiency