Ask yourself this question - when you call a prospect or client back to close a sale, do you open your call up with, "I'm just calling to follow up..."? Find out better ways that discussed in this article.

The sales pipeline is actually shaped more like a funnel. It's at its widest at the beginning of the sales cycle, where you must feed in many leads for every sale you eventually close. That's why it is crucial to have lots and lots of leads to play with. The exact number of leads per sale closed will vary based on many factors, including how well targeted your lead lists are to begin with. [...]

There is so much talk these days about list building it may be difficult to translate what exactly is list building and how it could benefit your business.

Prospecting for leads is the first step in the sales cycle. But not all leads are created equal -- and what might be a really good lead for one salesperson is garbage for another. So before you invest your time and money on any lead source, confirm that you'll be getting a good value for it.

[...]

Those that are in business for the long haul know that they need to build a steady relationship with a customer. They don't say good bye to a customer after selling him once. They say, "See you soon". Relationship selling is a process spread over a long period of time and not a series of single unconnected sales. Establishing a superb relationship with every customer may not be possible. But if you establish a good rapport with every alternate customer and try to enter into their network the possibilities for selling are still endless.

Let's face it, people buy from people, particularly people they trust and like ' people who remind them of themselves. This is the foundation of a relationship. Therefore it is important for you, as a sales professional, to learn how to quickly build rapport and gain that trust.