CHAPTER 8
Are They Prospects or Merely Suspects?
Not all prospects are prospects. In fact, I will argue that you and everyone else have a percentage of prospects or leads that aren’t going anywhere. For one reason or another, you haven’t come to grips yet with this reality.
Are You Gaming the System?
Thinking you can trick the system to succeed will ultimately catch up with you. Let me tell you about Wylie, an account manager I used to work with and his approach.
Our sales manager, Bob, required each of us to meet with him weekly to review business and, in particular, how we were doing against our quarterly goal. Some quarters the meetings would go smoothly, because we were all having a good quarter. Other times it was ugly. During the bad quarters, ...
Get High-Profit Prospecting now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
