When the business stakeholder tells you, “We like your solution and will send the proposal to Procurement,” what’s your reaction?
If you think, “Great, my job is done,” you’re committing a significant mistake. Procurement is often a black hole for deals.
Your contract usually goes to the bottom of their pile, where it sits … and sits … and sits, while you get frustrated and are forced to push out the expected close date.
Time is never your friend in sales: While your winning ... Read More