What is it?
It’s a rule to help you measure a customer’s true interest & the quality of an opportunity.
Why is it important?
Over the last 20 years, I have seen 2 reoccurring issues with sales people. Those who don’t generate enough opportunities and those who don’t know when to cut ties with the low quality opportunities they have.
I see it every day. The pipeline is full. Full of opportunities that seem to be going nowhere. The same 10 opportunities in their funnel week after week, month after month. Every week the sales person says they are trying to follow them up to get updates … sending emails, leaving voice messages but the rep is confident the opportunity is still alive.
If they can’t return a single call or email are they really that “hot”? Really???? Don’t you think if they had a real, active need/interest they would respond?
But the sales rep keeps defending. Why? Hope!!! Fear!!! Delusion!!!
So … this rule is designed to:
You follow the steps below 3 times:
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