Tag: Pursuit Strategy

How often do your sales pursuits go cold? Do your nearly-closed opportunities ever drift to a silent stop? The prospect may have given you a reason that sounded legitimate, but was that really the reason, or was it because you didn’t have a good grasp of their needs? So often my clients tell me that when their client turned cold, the entire opportunity froze. Business is tough, and the work you do is important, but try not to get too cerebral and lose the opportunity. The next time you’re in hot pursuit of a big opportunity, turn up the softer side of business development and warm up your chances for sealing the deal.* Think about the following: