When resources are scarce, it is important to invest in viable deals. When sales are down, salespeople tend to hold on to opportunities longer than usual. World-Class sales organizations are more than three times more likely to have an established process to know when to stop investing in a large deal.
One coaching tip is to find out if the key contact in each opportunity is willing to provide access to others in their organization. Not getting this access is a highly accurate warning sign that something needs to change in the pursuit plan, including a decision to stop pursuit.
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