My mom used to always remind us “waste not – want not” if we didn’t finish our breakfast. She was a Depression era child and knew what hunger felt like. She knew we had to learn not to waste resources or we could face real “want” in the future. She’d squeeze fresh oranges until the pulp was dry; she knew how to get every last drop of juice. In business today we can’t afford to waste resources or opportunities either. The question we should ask is: Are we getting all of the juice? As entrepreneurs, we know that our most valuable resource is our customer database. We’ve spent tens of thousands of dollars building it and thousands more to maintain it every year. That’s why we need to focus on getting our sales staff to get the most out of every sales opportunity with every customer and prospect….. READ MORE