We all know the danger of an empty pipeline, but there is something worse: a full pipeline that's stagnant. It's easy to be fooled when you look at a full but stagnant pipeline. You see potential revenue and fall into a false sense of security; however, if prospects don't move forward, that potential revenue never becomes a reality.
Here are some simple tools and techniques to help ensure those valuable prospects become even more valuable clients.
|Define the target
To keep the opportunity moving in an efficient manner, you and the prospect both have to know and agree on the destination from the very beginning of your conversations. This may sound like a pushy idea at first, but it is the most respectful conversation you can have with the buyer.
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