In B2B and industrial sales, timing can be just as important as price, product, or relationships. A company that learns about a project six months before the buying decision has a very different opportunity than a company that discovers it after specifications have been written, competitors have been contacted, and budgets have already been allocated. The earlier a business becomes aware of a potential opportunity, the more time it has to build relationships, influence the pr

In business, opportunities are everywhere. A customer mentions an upcoming project. A former client asks if your company can provide a service you do not offer. A contractor needs a product your company does not sell. An engineer hears about a major expansion. A manufacturer learns about a facility upgrade. A salesperson discovers a project that could be worth hundreds of thousands of dollars. The problem is that many of these opportunities simply are not a fit for your compa

In B2B and industrial markets, valuable business opportunities can show up almost anywhere. A customer may mention an upcoming project, a contractor may ask about a product your company does not provide, or a former customer may contact you with a need outside your capabilities. You may even hear about a facility expansion, equipment purchase, renovation, or construction project that your company simply cannot handle. Often, these opportunities are dismissed because they are

In business, who introduces you can be just as important as what you sell. A cold prospect may know nothing about your company, your capabilities, your reputation, or your ability to deliver. A referral is different. When someone a prospect already knows and trusts recommends your company, some of the skepticism and uncertainty that normally comes with a new business relationship has already been removed. That is the power of a business referral. For B2B and industrial compan