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Q: Who is worth your new business development time?

A: Not every new business prospect!

Too many sellers waste time on new business prospects that don’t spend a cent or worse yet spend very little (and take up plenty of time).  Here are 6 things to consider when selecting a new business prospect:

1.  Do they have the cash to spend like your best customers?

2.  Can you get access to the decision maker?

3.  Will your products help solve the prospect’s business problems?

4.  Will they value your expertise (or are they a penny pincher)?

5.  Can you leverage a sales conversion into future sales?

6.  (A bonus thing) Do you think you will enjoy spending time with them?

You should be selective when it comes to improving sales and solving business problems.  Your time is valuable; follow this to-do list and don’t waste time on lousy prospects.

Leave a comment or drop me an email if you would like to continue this conversation. Feel free to share this post with a friend or business associate.  

Kurt Sima is VP/Sr. Consultant at The Center for Sales Strategy that enjoys helping organizations solve complex business problems and create business models designed to achieve growth strategies.

kurtsima@csscenter.com 740-405-2960


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