By The Canadian Professional Sales Association

For sales professionals in any industry, finding the right balance between maintaining existing customers and attracting new prospects is a continual battle. Should you devote most of your time and focus on nurturing new leads who could result in a sale, or an existing client who is guaranteed to follow through? Is it more important to offer incentives to new prospects, or to reward your loyal clients? The following explores these tough questions and investigates a variety of selling techniques that are destroying your sales opportunities. It’s time to make a change.

http://www.cpsa.com/knowledgecentre/SRCArticleRead.aspx?articleID=869