Scrutinize your sales opportunities SOONER to prevent wasting time working on the wrong projects.
If you were planning a trip around the world, you would, most likely, spend considerable time planning out the direction of travel, where you’ll stop, what you want to see, and the resources you’ll need to make it a trip you will enjoy.
Every complex sales opportunity needs planning time as well. By complex, I mean it is not a quick single transaction, but a sales opportunity that is requiring multiple contacts and some amount of time.
The more time you put in up front on determining whether your company is a good provider fit for this particular sales opportunity, the shorter the process will tend to be. Not always, but generally speaking.
Too many of us in sales rush an opportunity through our sales pipeline – never stopping to qualify properly. We ultimately, down the road, lose the deal and wonder what happened.
Remember – more tine up front – handle those important questions and learn how you can best serve the potential customer. Sometimes it is by walking away with that ‘quick no” and then focusing on a much more valuable opportunity with the extra time.