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Friday, 25 July 2008
 
 

Is Your Sales Team Practicing The Don Quixote Approach To Opportunity Assessment?

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Is Your Sales Team Practicing The Don Quixote Approach To Opportunity Assessment?

Having a tilt at every windmill that presents itself, is neither practical nor profitable. Qualification, is a core competency that every professional salesperson should take on board as quickly as possible. Working to the maxim that "All business is good business" is unrealistic and totally erroneous. It takes just as long to work an unprofitable opportunity through the pipeline only to lose it at the death, as it does a profitable one - the ability to determine which is which, can have a huge impact on your ultimate success in a front-line sales role
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