Have you ever found yourself chasing opportunities that never seem to close yet you have done "all the right things along the way".
This can have significant and long-lasting impact on your business it takes a lot of time for minimal outcome, you may miss opportunities along the way, you may damage your brand and reputation and it also will gradually impact your drive and motivation in other areas of the business.
A key reason for finding yourself in this position is that you were often chasing the wrong opportunities in the first place.
Many of us get swayed into targeting the larger opportunities or those with which you have the strongest relationship naturally they appear to have the most potential at the outset, but when you scratch the surface, the opportunity presents challenges and hurdles that will reduce the potential of the transaction from ever occurring.
We find that the high performers use the considerable insight they have collected along the way to clearly determine the true potential of each opportunity. In essence the process looks something like this:
This process may take a little time to set up but the impact that it can have on your effectiveness can be significant.
Tips from John Buchanan, Beyond 19, Coaching Practicing Lead:
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Beyond 19 have recently announced the arrival of a new revolutionary salesforce app to help sales teams fast-track deals with the right behaviour. Read more here.
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