I regularly caution salespeople and executives that “prospects buy on their time, not yours.” Too often salespeople try to rush a sale or skip steps because they want the sale, and in the process destroy the opportunity. While this can be is very frustrating, it doesn’t mean that salespeople are helpless in the situation. While it’s damaging to push the sale too hard, it’s equally negative to manage the process without a lack of urgency. When I first got into sales, an early manager taught me...
