Tina had been working in her territory for more than 5 years and enjoyed being out and about visiting customers and calling on prospects before the COVID pandemic hit. In…
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She knew that there were other competitors bidding on the same opportunity with a company she had been trying to sell for several months. The buyer’s decision journey involved thorough…
Oftentimes, we as salespeople are reluctant to disqualify an opportunity. We would rather keep believing that we have an opportunity than admit temporary defeat. The impact of this causes much…
As the opportunity clock (formerly known as the alarm clock) continued to buzz, Frank continued hitting the snooze button trying to catch just a few more minutes. After hitting snooze…
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