Experienced sales teams do ONE thing well.. they are good at predicting column fodder opportunities early on.. This is critical in sales cycles where we work with a quarter end in focus. I recommend you view each opportunity (how-much ever promising it looks), critically from the column fodder lens. It might help you save critical time.. In the ideal case it will help you make a winning proposal and speed up the sales cycle. Here's an example:
NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.