Just as important as what sales reps should do to win a sale is what they shouldn't do. According to sales expert Jill Konrath, reps themselves are the only true differentiators in B2B sales today. This means that even a small slip up could prompt a prospect to abandon the buying process with one vendor and pursue a similar offering elsewhere.
Refrain from these practices if you want to convert your leads and opportunities into customers. On the other hand, if you want to get rid of a prospect (or your job), go down the list, and watch how fast they head to the door. I wouldn't recommend it, but I'll leave the choice up to you.
Originally published Mar 13, 2015 9:00:00 AM, updated February 01 2017