February Tip of the Month

Disengaging with dead prospects. Every day I see pipelines full of opportunities that are going nowhere. But the sales rep keeps chasing & defending. Try this instead: If there has been no response to any emails or phone calls, send them a “disengage email”. Tell them that at this point you are going to assume that xyz is NOT a priority for them right now and if that changes to get in touch with you when they are interested. Those who are interested will likely feel bad and respond. Those who are NOT interested, will be glad.