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.”

In the February issue of Top Sales Magazine, I reflected on a recent situation where a formerly warm prospect turned cold. Now, typically, we as professional sellers are go-getters who will do everything it takes to bring a prospect back from the brink. But in my years of sales leadership, I’ve learned that sometimes, it’s just best to walk away.

What are some reasons why a prospect turns off the lights?

  • Lack of influence.
  • Unidentified intelligence.
  • Too much or too little.
  • Conflict avoidance.
  • Goldilocks principle.

Open the February issue of Top Sales Magazine to read my article to learn more about each of these challenges, as well as some strategies you can employ to tackle them.

And for tips on building more loyal clients by evolving into an ambassador, watch this short video below.

PS – Did you know that The Modern Seller was named a top sales book of 2018 by Top Sales World?

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