When it comes to sales, the sales you are putting on the books today are the income and your sales pipeline and customer list is your equity. Income today gets spent tommorow, but a solid pipeline is something that you can tap into in the future because you have laid the foundation for a potential relationship. The problem that most salespeople have, though, is that there is not enough time in the day to keep the sales cycle going with people that seemingly have no interest to purchase at any point in the future. Why spend time and resources devoted to a relationship which may or may not pan out when there are active deals you are working right now?
Well, there is an effective way to do both. Nobody will ever be able to convince me that a salesperson is too busy to spend 10 minutes a day touching base with those prospects that, if landed, would become high value customers. If you can’t find time to put a phone call in to a business owner to keep the sales cycle moving, then you need to rethink your position. After your top level prospects, it does get a little tougher to find time to make the phone calls to keep you on their mind.
That’s where direct...
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