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Greg Nanigian and Associates, Inc. | Braintree, MA

Sales Cycle

Logic suggests that “more prospects” will lead to more sales. While that may be true for some salespeople, for many others, “more prospects” actually leads to fewer sales. “Prospects” is undeniably the essential element in the sales process. However, the quality of the prospects and the pattern of interaction with them after the initial contact will determine if the sales process leads to closed sales…or closed files (and fewer sales). What accounts for the difference?