From The Editor's Desk

Conversations Aren’t Sales

The sales cycle isn’t conversation-based. It’s results-based.

It’s great that conversations happen with the client. They should happen, they need to occur. But if they don’t garner results, they are useless.

Yet, young sales reps love to chat with their managers about the conversations that they’ve had. Or “things in the hopper.”

If it doesn’t result in a sale, let alone a deposit, that conversation is useless. It needs to bear fruit. Otherwise, as a sales rep, you just wasted the time of the prospect, the team and your own.

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