The phone rings at your desk — it’s a big potential customer and they want you to come in and make a presentation. They have budget approval and consensus, up to the highest levels of the organization, to move forward on a major purchase. Their specs line up perfectly with what your company can deliver. And, you’re on the customer’s shortlist — they’ve narrowed it down to you and two of your biggest competitors.
Sales Reps Should Avoid Customers Who Are Ready to Buy
The phone rings at your desk — it’s a big potential customer and they want you to come in and make a presentation. They have budget approval and consensus, up to the highest levels of the organization, to move forward on a major purchase. Their specs line up perfectly with what your company can deliver. […]
July 09, 2012
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Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Attracting and Cultivating Talent. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
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New!
HBR Learning
Attracting and Cultivating Talent Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Attracting and Cultivating Talent. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Discover how to attract, hire, develop, and keep talented people who will grow and thrive throughout their employee journey.