I find most b2b sales are only focused upon the immediate sale opportunity coming their way. Is this the way you look at sales opportunities?
The best sales people – including the b2b sales superstars – have a longer time horizon. They look at the next sale as the first step in a series of sales opportunities.
In fact, I have a friend who is always telling me how he looks at every customer with a three year INITIAL time line in mind. If the customer appears to be a one sale only – he passes on the opportunity. Could you do that?
What factors are in play to cause you to want to look into the future when evaluating a potential sales opportunities? Let’s take a look at what I’ve learned…