Timing is everything right now. The economy is very patchy at present. Not only are some industries affected by the economy more than others, there are many organisations that are being more affected than others.
Sales people must work out who to stick with, and when to move on. So you must work with active prospects who are buying and leave those prospects who are negative or shrinking to another time.
That is not to say abandon them, just focus on the active accounts that are buying.
Rob Hartnett, sales coach and founder of consultancy firm Selling Strategies
James was the editor and publisher of SmartCompany and LeadingCompany for five years. He is now the Australian Financial Review‘s companies & markets editor, and a former BRW editor.
