EP. 258: Every Deal You Work Is a Deal You’re Not Working- Truth #21
Not every opportunity deserves the same amount of your time.
In Truth #21 of Sales with ASLAN’s 30 Truths for 30 Years series, Tom Stanfill and Tab Norris unpack one of the most important disciplines in sales opportunity management: deciding which deals are actually worth pursuing.
Salespeople need optimism to succeed. But that same optimism can keep sellers chasing opportunities that are not real, are unlikely to be won, or simply are not worth the resources required to close them.
Tom and Tab break opportunity qualification into three questions:
Is the opportunity real?
Is there a…
The skinny
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