Blog
When a Sales Prospect Goes Cold… Know When to Walk Away
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”
Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.
In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.
Strategic Relationships: The X-Factor for Business Development Success
Relationships are the “X-Factor” for business development success. Read this article in the Association for Accounting Marketing’s “Growth Strategies” magazine to learn why social capital matters so much in today’s business development environment, and discover how to use my simple formula for creating social capital.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.
