05 August 2006


Chris, Phil and I have decided to prequalify harder in our own sales process. It's something that we recommend that our clients do, of course - it's just that we have been a bit close to the problem to do something tangible about our own behaviours.

What we are talking about is not a radical redesign of what we are doing, but it does involve the placement of hurdles in the way of tyre kickers so that we invest less time in leading them through the early stages of a sales process when there isn't a clear need for our type of service. The idea is that this will allow us to manage our time better. Let's see if it is successful.


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