Stop Riding a Dead Horse

Do you know when to say goodbye?

Know When to Let Go

I often talk to salespeople who continue following a lead even when it is clear that a sale will not happen.

This usually happens when their pipeline is not active with prospects. If you have done everything you can to move the sales process forward but it has ground to a halt, you must consider whether it is the best use of your time to keep trying to make it happen.

More often than not, it is not worth the time and effort. You have a finite amount of time in a day or week, which means you need to focus your attention on leads and prospects who are interested in your product, service or solution.

Source: Sales consultant/trainer Kelley Robertson (www.robertsontraininggroup.com)

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