Only Play to Win

When markets are tough there is always a danger that sales professionals pursue “anything that breathes” rather than spending their time developing new prospects and good business you know they can win. So our questions for you today are:

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• Are you sure your sales team is spending its valuable time on the right “opportunities? 

• Are you balancing your head and your heart in decisions about where to spend your precious selling time?

 

In this episode we take a hard look at qualification, how to decide if your sales team should engage, and the decisions you need to take at this critical moment in the sales cycle. 

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