business2community.com – Every sales rep has experienced the gut-wrenching disappointment of losing a deal. After months of meetings, engagement and effort — the prospect simply says “No.”
It’s easy for the rep to want to hold themselves accountable for making a mistake during the sales process, or the prospect for having an 11th hour change of heart — and those are possibilities. But what if the prospect should never have entered the sales pipeline in the first place, or should have been qualified out much earlier in the process? Sales reps only have so much time in each day to engage with prospects, and that time is incredibly valuable. All too often, reps waste their time chasing unqualified prospects, only to discover the truth when they lose the deal.
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