The #1 Goal of a Prospecting Call is to hear your prospect say "Yes, tell me more!".  But what is the Second Best? Kyle takes a quick dive into the Business Development Process to discuss how to proceed when you don't get a "Yes, tell me more!" response. 

 "It Will Help You Close More Business, Faster" - Kent Murphy.     Kyle and Kent discuss how identifying and analyzing your 5 most recent Customer Successes will provide the direction to grow your business. Also, if your Company doesn't have a Documented Sales Process, this exercise will provide the framework for getting started with mapping out the Key Milestones for your Sales Team to follow.