Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
It never ceases to amaze me when the opportunity to sell is there but the salesperson doesn't take advantage of the opportunity.
Take the example of the company that is ready to buy something, and the salesperson has an existing relationship with a principal or high ranking manager in the company.
Now consider that either the principal doesn't tell their friend about the upcoming opportunity or the friend learns about it but doesn't know how to leverage the relationship without the risk of harming it. This caution is great for the relationship but lousy for the selling.
For all the relationships that salespeople build just for the purpose of future sales, it makes one ask, why bother?
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