CHAPTER 14

HITTING THE “ICE” BUTTON

There will be times when an interesting opportunity or meeting crests quickly and there is precious little time between when you get the call and when you need to show up at the client’s site with a selling squad.

Because you are now doing more focused work on qualifying opportunities, you most likely are more comfortable with prioritizing and preparing for your best opportunities. However, there is less time to devote to low-priority prospects.

Still, you will take such meetings for various reasons and you will find that there simply isn’t the time to prepare the way you would for a top-shelf, qualified opportunity, even though there will be multiple players on your team and the client’s side of the table. ...

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