A difficult question to be sure, and not one I expect a definitive answer to all the time. So why do I ask it? Another good question.<\/p>\n
Todays th0ught is about making sure you or your sales force is doing everything necessary to insure there are potential new customers in the pipeline.<\/p>\n
A target tracking document is an excellent way to manage your “hot” prospects. I define “hot” as business that is expected to close within the next three months. The nearer a sale is to closing, the more detailed the activities should be. There are fewer greater sales disappointments as losing an order at the last moment, especially when it was for a new customer.<\/p>\n
It does happen from time to time, but it is not acceptable if preventable.<\/p>\n
Knowing who your next NEW customer is going to be has a lot to do with how you manage your prospects. Take nothing for granted!<\/p>\n
Good selling,
\nRichard<\/p>\n
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"