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I heard our VP of Sales Adam Liebman say something a few weeks ago, that I think is very important for all Sales/BD people to understand. Sometimes it’s just as important to get to a no than a yes. Why? It’s in your time’s best interest. Every moment you spend on a deal that’s never going to happen, is time you could be working on one that will. Thus, the faster you determine that someone isn’t buying, the more you can focus on people that are. The idea is to get to a resolution as fast a possible without jeopardizing a positive outcome. It’s an art that can only be learned through time and experience and is more appropriate …
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