Executing the Sales Process
We all know that it takes time and persistence to convert a qualified prospect into a viable RFP/RFQ opportunity. If primary sales focus is on "Farming-Cultivating", the time required to nurture qualified prospects through the conversion process may be limited.
Existing relationships can tolerate a longer touch cycle. In today's market, the new relationships require constant follow-up regardless of the time-to-sale assessment. The emphasis of sales process execution remains the personal relationship component. Contacting your qualified prospects is more important now than it has ever been. Those prospects are being hit with 3,000+ sales messages per day, make sure yours is one of them.
