Walking away from the biggest opportunity you’ve had all year? Walking away from an opportunity where you’ve already invested weeks or months cultivating the relationships and building your proposal? Taking yourself out of the game? For most sales professionals, these are some of the hardest decisions to make; However… they can be the decisions that make or break your year.
They can be the decisions that keep you from wasting time on opportunities that aren’t real, investing valuable resources on opportunities you can’t win regardless of how awesome your pitch is, or spending countless business development dollars on a deal that will ultimately be discounted to the point it is barely profitable.
Why do sellers waste time on questionable pursuits and how do we focus them on the right deals?