Salespeople Beware Tyre Kickers, IP Thieves & Time Wasters
Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20 per cent longer– especially with multiple stakeholders in larger businesses.
So it only makes sense that we want to be sure as salespeople that a real deal is in the offering, that it is properly budgeted for, and we are in good position to win it.
Salespeople can often bend over backwards to please prospective clients, running around getting all sorts of things ready, and putting together comprehensive proposals to impress and persuade these prospective clients.
Yet, how many meetings have we been to when the prospective client is just milking us for our information with no intention of using us? How many times have we all put proposals together up against a current incumbent only to be used as a price lever? How many times have our proposals been used to advise internal teams of how to do the job we were aiming to get?
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