It’s one of the most frustrating experiences we salespeople can have. We’re closing in on a deal. There’s lots of back and forth: terms, pricing, contract language. The timeline should be shrinking. But for some reason or another, it stretches. What’s going on here?
Nurturing Those Freezing Cold Leads into Sales. Any sales rep who's ever watched "Glengarry Glen Ross" can probably sympathize with Shelley, the down-on-his-luck salesman who's dying for good leads. And why not? Leads are the lifeblood of sales, and yet it seems that half the time (or more), they leave you with absolutely nothing to show for your efforts. Bupkis. When do the sales come?