Fast-moving opportunities can offer lessons about the sales process

12/10/2012 |

Some sales opportunities speed through the pipeline either because you have done a good job of demonstrating the value of your solution or because the companies involved are dissatisfied with the status quo, writes S. Anthony Iannarino. It's a good idea to keep this in mind while dealing with opportunities that are not moving as quickly, he writes. "Is the opportunity moving slow because there really isn't any dissatisfaction and nothing really compelling your dream client to move?" he writes.

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